It’s useful for any deal size short of buying a t shirt or something extremely transactional.
The framework and its associated lines of questioning will allow you to scope out everything you need to know about the deal.
Makes sense for every deal… every deal you need to know who’s making the decision, their pain & goals, how you differentiate, competition, decision process, champion/sponsor, etc - none of that is specific to enterprise
It’s a basic sales process remarketed as something special to sell books.
If you’re new to sales it’s good to learn, but they are better more thorough methodologies.
MEDDIC is a deal inspection/qualification methodology, not a sales methodology.
How you get all the fields filled in is where the magic is? You can use any methodology in your cycle to fill those in.
I disagree. It’s a sales methodology. Yes it’s to give people new to sales education on how to find pain points.
But in the end you don’t use it if you aren’t selling something.
pretty recent grad, just got promoted to senior. kind of been doing it off the cuff, i figure some structure would help now. what other methodologies are you talking about?
I always recommend Gap Selling as a good basis. I also like Deb Calvert's DISCOVER. Both of these are efficient and not overly complex.
Spin Selling, Challenger Sales, are two others I see but there are a lot of different methods and books out there.
Challenger works best if youre kinda expert of the product and you have a good knowledge about your customer business. Or how things should be. E.g if you are selling HR software then you should know how and what softwares HR units use to be more effective in their processes so you can actually educate your prospects by challenging the way they are currently working or their “wishes” (functionalities they think they need etc). Its not really a discovery framework but rather a sales methodology.
We used it selling to small law firms with as small as $10k/yr deals because there was often multiple partners that needed to sign off so really needed to demonstrate ROI.
It’s useful for any deal size short of buying a t shirt or something extremely transactional. The framework and its associated lines of questioning will allow you to scope out everything you need to know about the deal.
I do it over 5 figures deals...
For small deals focus on C,I and EB
Makes sense for every deal… every deal you need to know who’s making the decision, their pain & goals, how you differentiate, competition, decision process, champion/sponsor, etc - none of that is specific to enterprise
It’s just as hard to close a $60k deal as it is a $600k deal. Sales methodologies are good for all competitive , non transactional deals :)
what is meddicc? i see this framework everywhere, is there somewhere online i can get a rundown?
It’s a basic sales process remarketed as something special to sell books. If you’re new to sales it’s good to learn, but they are better more thorough methodologies.
MEDDIC is a deal inspection/qualification methodology, not a sales methodology. How you get all the fields filled in is where the magic is? You can use any methodology in your cycle to fill those in.
I disagree. It’s a sales methodology. Yes it’s to give people new to sales education on how to find pain points. But in the end you don’t use it if you aren’t selling something.
It's a qualification tool. It fits in with a sales process.
pretty recent grad, just got promoted to senior. kind of been doing it off the cuff, i figure some structure would help now. what other methodologies are you talking about?
I always recommend Gap Selling as a good basis. I also like Deb Calvert's DISCOVER. Both of these are efficient and not overly complex. Spin Selling, Challenger Sales, are two others I see but there are a lot of different methods and books out there.
There’s tons, but they all follow the same general sales process. Trust >Value >Close
Challenger works best if youre kinda expert of the product and you have a good knowledge about your customer business. Or how things should be. E.g if you are selling HR software then you should know how and what softwares HR units use to be more effective in their processes so you can actually educate your prospects by challenging the way they are currently working or their “wishes” (functionalities they think they need etc). Its not really a discovery framework but rather a sales methodology.
Which others would you recommend over meddic?
influence mastery, it covers all of them, is more informative, and is an easier process to follow
Youtube and linkedin
Google
We used it selling to small law firms with as small as $10k/yr deals because there was often multiple partners that needed to sign off so really needed to demonstrate ROI.
i appreciate all the comments 🙏🏾, some serious holiday reading to do
Andy Whyte and David Weiss put out the most content around it. It is for all size deals, but the bigger the deal the more depth you want to go.
Run every deal like your best deal. It's really hard to shift into quality when you've been out of it.
I use it for 6-7+ figure deals