How to use MEDDPICC® to help you close more deals
MEDDPICC® helps reps to understand deals and what is required to close them. When they know this, they can be far more focused in their approach, targeting the key decision makers, and knowing exactly how to message – ultimately helping them to close more.
We created the Deal Qualification Guide to allow reps to follow the MEDDPICC® methodology – this is a simple 8 step process to take the pain out of qualifying opportunities. Better yet, this information syncs back to their CRM automatically.
MEDDPICC® helps reps to define what the success looks like at the beginning of the deal – making it much easier to then build a plan to close it. As a result, this helps to improve win rates, shorten sales cycles and help them to hit their quota.
1. Where can I find the Deal Qualification Guide?
Go to the Forecast page and scroll down to an opportunity that you want to qualify in the Opportunity Table. After you have selected an opportunity the Opportunity Sidebar will be populated on the right. Select the Qualify tab to explore the Deal Qualification Guide.
2. The 8 criteria of MEDDPICC®
Now you will be able to score and fill in the details for the 8 criteria of MEDDPICC®. These are:
- Economic Buyer
- Decision Criteria
- Decision Process
- Paper Process
- Implicate the Pain
Unsure what any of these mean? We have a handy checklist to make sure you are asking the right questions and getting the right answers.
3. MEDDPICC® Scoring
We have best in class descriptions of the four categories that are color coded so that you can be confident in your score.
Red = Score from 1-3
Orange = Score from 4-6
Light green = Score from 7-8
Dark green = Score from 9-10
Fill these in for the 8 criteria and add any supporting notes you feel necessary.
4. MEDDPICC® in the Opportunity Table
Now when you review your Opportunity Table, you will be able to see the MEDDPICC® bar filled in according to your qualification.
Want to learn more about implementing MEDDPICC®? You need to read this.
MEDDPICC® is a registered trademark of Darius Lahoutifard, exclusively licensed by MEDDIC Academy, and is being used with permission.