Using MEDDIC for sales success
Thorsten Stiller, EMEA Senior Sales Consultant, Sales Planning & Strategy Dell Technologies | Field Sales Enablement, joined DACH Regional Host, Britta Lorenz, to discuss the power of MEDDIC.
What is MEDDIC? It is a framework for discovery where the letters stand for:
- Metrics - What are the #s driving the deal?
- Economic Buyer - Who are we impacting with this deal?
- Decision Criteria - What is the prioritized list of criteria that will guide who the prospect buys from?
- Decision Process - What process is the prospect using to decide who to buy from?
- Identified Pain or Value Drivers - What is customer seeking to gain as a result of this buying journey?
- Champion - Who is my partner on the buyer side that is helping me of navigating the buying process?
MEDDIC can be customized to your needs, powerful and worth understanding.
Thorsten notes, in addition that he is happy to help companies to implement MEDDIC as Coaching and Communication process:
- Starting with common first Information about the idea and process, how to use and what are the expectations
- Second for Managers how to support and motivate the sales force on implementation and value drive
- Third a quality check and alignment of potential shortfalls and improvements, to share best practices
His special offer is to help companies in German or English language on all three stages via:
- Upon request a deeper dive into the MEDDIC terminologies and sales process, what does good look like
- Or, a general Company session on Sales Strategy, what to expect and what to invest when implementing MEDDIC