The biggest problem or challenge when people or companies are implementing MEDDPICC is that they see it as a sales methodology. It is not a sales methodology, it is a sales Discovery methodology. and this is an important differentiator because if you think that it’s a full sales methodology it will fall short.
By using MEDDPICC you have a length to assess risk at the beginning middle and end of the sales cycle. and by using this Discovery methodology you will protect your number one commodity which is time. in this market the computation is fiercer there are fewer leads and the deals likes are longer which means that you need to focus on the right opportunities and qualify out on the ones you should work on this is where MEDDPICC does its magic.
MEDDPICC has been very popular in the SaaS industry but it’s now spreading across a lot of different verticals simply because it’s a proven way to make sure that you close bigger and more frequent deals
MEDDPICC is an acronym that just rolls off your tongue. We are going to get to each of the components further down, but MEDDPICC also has its variations. MEDDICC, MEDDIC, MEDDPICC. The difference is usually depending on which segment you are selling into. If you have few stakeholders and a lower contract value, then you will not feel the hurt as much if a deal slips because of not knowing who is signing (Paper Process). Or rather, it is only one stakeholder who will sign the contract.
MEDDPICC should probably be called IMCEDCDP. Why? Because Implication of Pain, Metrics, Champion, and Economic Buyer is the most important factors in the beginning of a deal cycle. No pain? No deal.
Pain but you can not quantify it in Metrics? No deal.
Quantifiable pain, but no one to drive it internally? No deal.
Quantifiable pain with someone who wants to own it but no budget? You guessed it. No deal.
But MEDDPICC is slightly easier to say than IMCEDCDP so we are going to stick with that.
In sales, KPIs (Metrics) quantify performance and align with business goals, aiding predictability. MEDDPICC Metrics include proof points (past success) and ROI (business case). Thorough discovery ensures relevant Metrics; lacking them signals potential disinterest. Prioritize time; Metrics quantify problems, driving pain resolution.
An Economic Buyer has strategic authority and budget control, often vetoing or reallocating resources. Engage them through champions or executives, focusing on ROI, risk mitigation, and alignment with P&L. Qualify deeply, ensuring clear, priority-based messaging aligned to top-line growth, cost reduction, or mission-critical needs.
Decision Criteria, often overlooked, is key in sales for qualifying opportunities and setting competitive “traps.” Influence criteria early to differentiate your solution, especially when there’s no formal tender or RFP. Collaborate with Champions to align on unique, quantifiable criteria, enhancing your business case and positioning against competitors.
The Decision Process shifts from defining “what” to focusing on “how” decisions are made. A mutual plan with your Champion clarifies this process, helping to engage the Economic Buyer and other stakeholders. Consistent engagement indicates a valid opportunity; lack thereof is a warning sign.
The Paper Process clarifies steps from intent to signature, aligning timelines with prospect needs. Early planning helps control deal flow, while testing the Champion’s understanding of the process confirms commitment. A good tip is to document steps in a Mutual Success Plan to prevent last-minute delays and ensure smooth progression.
In sales, pain is essential for urgency. MEDDPICC’s pain stages—Identify, Indicate, and Implicate Pain—help prospects feel ownership of the problem, driving momentum. Without strong pain, there’s no opportunity. Qualify out if pain isn’t evident or the right Champion isn’t engaged.
A Champion holds influence and advocates for your solution within the organization, unlike a passive coach. Testing their commitment—such as involving them in decision criteria or meetings with Economic Buyers—confirms their role. Aligning with their KPIs, goals, and addressing pain points strengthens this partnership, critical for closing deals.
Sales is binary—either you win, or you lose. Managing competition means arming your Champion to challenge inertia and objections, whether from rival providers or internal projects. Use MEDDPICC to align with business objectives, influence decision criteria, and emphasize your solution’s value without undermining competitors.
