MEDDIC to the Rescue
The WHAT, WHY, and HOW of MEDDIC
HELP!
There’s no magic bullet or elixir in sales. We know this, but as I’ve studied and implemented MEDDIC over the years - I’m convinced its the next best thing.
Have you found yourself asking:
Is this deal real?
What’s left to move this to signature?
Who are we up against?
Why did this deal slip?
Who is signing and when?
MEDDIC has the answers.
More often than not, utilizing MEDDIC as a framework will help us get ahead of any potential landmines, obstacles or roadblocks with our deals…if it is indeed a deal to be had. 😏
In this week’s edition of Stretch Weekly -
Will Barron enlightens us with a step-by-step breakdown of the MEDDIC sales methodology to set you and your team up for success and transform your selling game.
Check out my personal MEDDPICC Cheat Sheet to help you move through the sales process and qualify out (and hopefully in) more thoroughly.
Plus - many more MEDDIC focused snippets to help you with the WHAT, WHY and HOW of MEDDIC.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
How to Use MEDDIC: A Step-by-Step Guide
I’m a big fan of Will Barron’s Selling Made Simple Podcast.
MEDDIC can be confusing, especially for beginners.
This quick 9 minutes podcast will show you a step-by-step breakdown of the MEDDIC sales methodology to set you and your team up for success and transform your selling game.
My MEDDIC Cheat Sheet
I’ve fully adopted MEDDIC as my preferred sales qualification framework (don’t call it a methodology or process -it works alongside those too).
As such — I’ve put together this “cheat sheet” for my team to use as they move through the sales process to help qualify out (and hopefully in) more thoroughly and thought I’d share here.
*Special thanks to those individuals that I blatantly stole (borrowed) ideas/terminology/structure for this (Andy Whyte, Charles Muhlbauer, Yohai Ben-Israel and Others I may have forgotten - sorry)
STRETCH SNIPPETS
✅ How can MEDDIC help? Salesloft offers this detailed, yet concise article to shorten your sales cycle and increase productivity.
➕Neal Barlow reached out and sent me his Ultimate Guide to MEDDICC: How to Win More, Win Faster, Improve ASP and Forecast Better. Very detailed with some good videos for detailed learning. Check it out!
🏎 I’m a big fan of Andy Whyte. I recommend his book and refer him to anyone who asks about MEDDIC. Learn more from Andy as he:
Talks with Lucy Williams-Jones as she shares her strategy behind recruitment that leans heavily upon MEDDIC. They discuss desired traits in potential prospects and dissect what sets a good salesperson apart from a great one!
Says to use this killer discovery question and MEDDIC Hack to unlock the Decision Process! [VIDEO]
Teaches us through his book- MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale, and his MEDDPICC Masterclass.
💸 Solid write up from David Weiss on MEDDPICC. David says if done right, will help you identify gaps and weaknesses in your current deals- and help you make more money.
🦄 MEDDPIC says that unlike perhaps any other type of sales framework or sales methodology, MEDDICC has been attributed to more Unicorn technology companies than any different sales methodology.
🧠 Mindset
You win or you learn.
In life, there are no failures, only lessons. When you fall you need to pick yourself up with greater enthusiasm than you went down.
Now we learn our lessons, and get up... because even greater things are coming.
-Tom Brady
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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