MEDDIC Sales process

-Ankit Brahmbhatt

MEDDIC• M = Metric• E = Economy Buyer• D = Decision Criteria • D = Decision Process• I = Identified Pain• C = Champion

Metric• Metric means being able to have both relevant success of a similar

nature from completed existing client projects that match the campaign in question, and knowing what benefits we’ll bring to the prospect’s specific table, all presented - and this is the crucial point – in hard-hitting, stark, financial terms.

• It also applied on what drivers will be contributing in potential revenue generation, productivity & quality.

• Deciding go to market strategy

Economic Buyer• Economic buyer indicates who will sign the

contract

• It also stands as who owns the budget & authorized of final say, how money will be spent.

Decision criteria

• It indicates Technical and commercial criteria.

• Prospect’s priority and our position versus competition?

Decision Process

• steps will be followed to select a solution

• The Sequence of Events

Identify Pain

• What “Pains” will be eliminated with the solution?

• What is the individual or group objective? Are their serious consequences if not achieved?

Champion

• Who is the Individual who has a personal win associated with the success of FAST?

• Champion provides easy access to MEDDI.

MEDDIC Cycle

Identify Pain

Decision Process Decision Criteria

Economic Buyer

Metric

Champion

Thank you

Prepared by- Ankit Brahmbhatt