What do the world''s most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient.
MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations.
If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC:
- Your buyer doesn''t see the value of your solution? (aka they think you are expensive)
- You are unable to find, articulate and quantify Pain
- You don''t have a Champion or at the very least a Coach helping you navigate and sell
- You find yourself unable to gain access to people with power and influence
- You don''t know how the customer makes decisions
- You d
