Master Enterprise Sales Qualification with MEDDPIC
An enterprise sales qualification method to improve forecasting accuracy and ulitimately your ability to close the deal.
ENTERPRISE SALES QUALIFIACTION
There are many sales qualification methodologies floating around. BANT, SANDLER, SPIN, etc. I've been leading sales teams for most of my career, even built a company that created sales technology for thousands of companies, and I've been impressed with how MEDDPIC cuts right to the chase.
WHAT IS MEDDPIC
The 7 Steps of Enterprise Sales Qualification with MEDDPIC:
M for METRICS - What is the economic impact of the solution?
E for Economic Buyer - Who is the budget holder?
D for Decision Criteria - What is the criteria used to compare vendors offerings?
D for Decision Process - What is the process used to select & purchase an offering?
P for Paper Process - The internal paper process
I for Identified Pain - What is their pain? What are the consequences of this pain?
C for Champion - Who has power and influence in driving the opportunity?