MEDDICC 101: Download the Complete Guide to MEDDICC.

Why MEDDICC Works

IT'S EVIDENCE-BASED MEDDICC

MEDDICC is unlike any other framework in that it is entirely evidence-based. It leaves no room for interpretation or gut feeling. Rather, it focuses purely on hard evidence and actions. This means that MEDDICC results in more accurate forecasts and better strategies because it leaves nothing up for interpretation.

IT ELIMINATES RISK

MEDDICC works to eliminate risk by putting the spotlight on the specific points at which deals are lost. For example: misaligned metrics, a focus on the wrong purchaser, a lack of understanding around decision criteria, unclear decision process, an insufficient champion, or better-positioned competition. This systematic approach checks all the boxes to help close your most important deals.

THE OPERATING SYSTEM

MEDDICC is so powerful because of the manner in which it is applied to a business. It does not replace any existing sales methodology, strategy, or process, but rather enhances it. Andy Whyte likens MEDDICC to an operating system. It acts as the foundation or the base layer that other sales methodologies, processes, and strategies operate on top of. Furthermore, it actually enables these other methods to be more effective.

INCREASED ACCOUNTABILITY

MEDDICC works best when shared with others. Whether it is within a CRM, on a whiteboard, in team meetings, or one-on-one’s, the step-by-step visibility from MEDDICC provides excellent visibility into deals, making it useful for reps, managers, and leaders.

Download the complete guide to MEDDICC to learn more.