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MEDDPIC Enterprise Sales Qualification

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INTRO
MEDDPIC is an enterprise sales methodology based on qualification for B2B sales. Created by Dick Dunkel and Jack Napoli from PTC corporation. Today it is regarded as one of the most popular and successful sales qualification approaches in the industry.
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Metrics

JB
Economic impact of solution
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Economic Buyer

JB
Who is the budget holder
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Decision Criteria

JB
Criteria to compare vendors
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Decision Process

JB
Process to select & purchase
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Paper Process

JB
The internal paper process
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Identified Pain

JB
Their pain? Consequences?
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Champion

JB
Power and influence on deal
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New

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