MEDDIC Sales Methodology

MEDDIC is a qualification framework used by sales teams to identify and pursue high-quality opportunities with a higher probability of closing.

What is MEDDIC?

MEDDIC is an acronym that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. Each component helps sales professionals qualify leads and structure their sales approach.

The MEDDIC Framework Components:

Metrics

Quantifiable measurements that demonstrate the economic impact of your solution. How will your product or service improve the prospect's business metrics?

Economic Buyer

The person who has the authority to release funds and make the final purchasing decision. Identifying this person early in the sales process is crucial.

Decision Criteria

The formal criteria the prospect will use to evaluate your solution against alternatives, including competitors and the status quo.

Decision Process

The steps the organization will take to make a purchasing decision, including who is involved, what approvals are needed, and the timeline.

Identify Pain

The specific business challenges or pain points that your solution addresses. The more urgent and significant the pain, the more likely a sale will occur.

Champion

An internal advocate who has influence within the organization and is personally invested in seeing your solution implemented.

When to Use MEDDIC

MEDDIC is particularly effective for complex B2B sales with longer sales cycles, multiple stakeholders, and higher price points. It helps sales teams focus their resources on opportunities with the highest likelihood of closing.

Implementation Tips

• Use MEDDIC as a qualification tool early in the sales process
• Document each MEDDIC element in your CRM for every opportunity
• Review MEDDIC criteria during sales team meetings and pipeline reviews
• Train your team to ask effective questions that uncover MEDDIC information
• Develop a scoring system to evaluate the strength of each MEDDIC element