Think of it as a checklist for information you need to know, things you need to do, and people you need to be friends with. It also serves as a great troubleshooting tool to identify gaps or weaknesses in your current deals and in your process.

If you can check off every letter in MEDDPICC, you will be far more likely to win your deal. And if you can’t, then you know what you need to work on.

[See original article for deeper dive]

Metrics

Economic buyer

Decision criteria

Decision process

Paper process

Identify pain

Champions