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Mastering the MEDDIC Sales Process: Key Elements and Strategies

Learn how to navigate the M.E.D.D.I.C framework for successful sales. From Metrics to Champions, uncover the essential steps and criteria to close deals effectively. Discover how to identify pain points, engage economic buyers, and streamline decision processes. Elevate your sales game with MEDDIC!

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Mastering the MEDDIC Sales Process: Key Elements and Strategies

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  1. MEDDIC Sales process -Ankit Brahmbhatt

  2. MEDDIC • M = Metric • E = Economy Buyer • D = Decision Criteria • D = Decision Process • I = Identified Pain • C = Champion

  3. Metric • Metric means being able to have both relevant success of a similar nature from completed existing client projects that match the campaign in question, and knowing what benefits we’ll bring to the prospect’s specific table, all presented - and this is the crucial point – in hard-hitting, stark, financial terms. • It also applied on what drivers will be contributing in potential revenue generation, productivity & quality. • Deciding go to market strategy

  4. Economic Buyer • Economic buyer indicates who will sign the contract • It also stands as who owns the budget & authorized of final say, how money will be spent.

  5. Decision criteria • It indicates Technical and commercial criteria. • Prospect’s priority and our position versus competition?

  6. Decision Process • steps will be followed to select a solution • The Sequence of Events

  7. Identify Pain • What “Pains” will be eliminated with the solution? • What is the individual or group objective? Are their serious consequences if not achieved?

  8. Champion • Who is the Individual who has a personal win associated with the success of FAST? • Champion provides easy access to MEDDI.

  9. MEDDIC Cycle

  10. Thank you Prepared by - Ankit Brahmbhatt

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