MEDDICC for Bigger Deals
For larger deals, track Metrics, Economic buyer, Decision criteria, Decision process, paper process, Identified pain, Champion and Competition, and do not send a proposal until most are known.
Widely used in enterprise sales and credited in company accounts at PTC, but there is no independent study of its effect.
Why it works
Big deals have many steps and people. A checklist shows exactly what you do not know, which is usually why a deal stalls after the proposal.
How to do it
- Write the deal name and tick what you know for each letter.
- Metrics: the number they want to move, such as days to fill.
- Economic buyer and Champion: name them, and note whether you have met them.
- Decision process and paper process: every step and form from yes to the first invoice.
- If fewer than five are ticked, your next step is to fill the gaps.
What to say
Once you decide, what are the steps until an agreement is signed?
What will you judge the options on?
Who else are you talking to, including doing it in-house?
Avoid
Using it as a reason to interrogate a small buyer. For a single role at a small firm, BANT is enough.
Example
A Mumbai food company wanted thirty plant staff across three sites. Nikhil's MEDDICC sheet showed he did not know the paper process. One question revealed a vendor registration that took a month, so he started it before the proposal, not after.
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