MEDDICC: Validate your Sales Champion

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What’s the Difference Between Champion and an Economic Buyer?

MEDDICC includes two components that require the identification of particular contacts in a deal. Namely, a Champion and an Economic Buyer. What’s the difference exactly?

A Champion is an individual in the organization who has a personal pain that must be fixed, or a personal gain from acquiring your solution. They should have power and influence, or access to power and influence. How I identify a champion is not the person who does the most talking, but the person who when they talk, everyone else remains silent.

The Economic Buyer is the person who has the ability and the budget to make the purchase decision. They may not be the person pushing for your product or solution but are the ones that must be influenced by your Champion.

See how to validate your champions with this infographic.

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Andy Whyte Author of "Masters of MEDDICC"

“"If trained and coached effectively, many sales leaders will use the MEDDICC checklist at any organization they join regardless if they use it or require it. They've seen the value! Now on the other hand if the MEDDICC process is used as a "micro-managing tool" versus a "sales coaching tool" then it's often hard to get wide adoption."”