Win more revenue, faster with MEDDICC

I first encountered MEDDIC, or MEDDPICC, when I was onboarding at Sprinklr in NYC 2015. While it was probably only a 30 or 60 minute session of one of many onboarding sessions, I remember thinking, 'Yeah, this makes sense,’ but I didn’t think of it much further than that. 

I didn’t really hear about MEDDIC again until a few months later when I was flown out to Dallas and trained for a few days on MEDDPICC and some other things. I remember feeling a better understanding of it. While nobody else seemed to be talking about it, I felt like it was something that really made sense to me. I started using it, but I’d be lying if I said it clicked straight away. I had to push myself to use it proactively, to consciously think about using it.

The “aha” moment for me came after it became part of my operating rhythm, and I realized that I was winning a deal that I wouldn't be winning if it wasn't for MEDDPICC. 

In this situation, it oriented around two of the elements, Champion and Decision Criteria. I had a Champion who was working for me, but we were working against a very difficult scenario, where our competitor was ingrained in the business, along with some other factors. We worked very closely to make sure our solution could be differentiated via the Decision Criteria. 

So, it became, not a case of ‘us or them’, but rather, “If you want to do these things, which you need to do per the business case we’ve built, there’s only one route you can go down.” So, we won that deal, but I'm absolutely certain I wouldn't have won if I hadn't been doing this.

So, I had that kind of realization, like 'Wow, no matter how hard I was trying, no matter how good I thought I could be, without MEDDPICC in that scenario, I would not have won that deal.'

And it is really as simple as that. MEDDPICC unlocked my full potential.

And so, in 2020 I founded MEDDICC with a mission to help sales teams like yours not only understand MEDDPICC (or any of its variations)... but to truly embed it into your day-to-day operations.

As a member, you don’t just get access to on-demand training to give everyone on your team the same foundation. But the tools, resources, and role-specific training to turn the principles into lasting habits.

After having 15,945+ students go through our training - It’s safe to say it works.

So if you want to save days wasted on bad opportunities, increase your average deal size, conversion rate, and time to close, and hit your numbers with confidence.

I’d love for you to join us.

The very first time I heard about MEDDIC (at least as far as I can recall) was when I was at Cisco Meraki. 

A good friend of mine, who was at Cisco Meraki with me, was getting ready for his next role in AppDynamics. Of course, that is known as a serious MEDDIC shop. When he was preparing, he told me:

“This is all about unlocking my potential as a seller; this is going to be the right place for me to level up.”

As you can guess, MEDDIC was one of the key drivers for him to make that move to really level up. 

I thought, “Wow, that sounds interesting.” But I had no idea where to start.

So, while reading a five minute blog post is not the same as doing our Masterclass or working with the framework for years, I started off as that person reading the blog post to begin with to try and gain an understanding of MEDDIC.

The next part of that journey for me was later on, when my field sales leader went onto Samsara, another MEDDIC shop.

There, it was very much expected to use MEDDIC for qualification, so he made sure that when we were doing a QBR or a deal review, we had MEDDIC all the way through as a common language, so I got some more practical experience with it as a framework. 

My first professional job was in recruitment, grinding out cold calls. After a long day of pure rejection, the CEO of our company introduced me to the book Predictable Revenue by Aaron Ross, which showed me that sales is more than wearing a suit and talking slick. It's scientific and measurable. 

That set me on the path to be in sales, chasing bigger, more complex, and more strategic deals. I restarted at the bottom as an SDR at a new company where I learned about Miller Heiman – a methodology which was even more intense, complicated and scientific than what I'd learned from Predictable Revenue.

Finally at Branch, joining in the US with an intention to move to the UK. In London I met Andy Whyte who introduced me to MEDDPICC. At this stage I wasn't performing very well, and my success in the US wasn't replicating. 

We used MEDDPICC to analyze the sales velocity of our best customers across the globe and restructured the target accounts in our territory. 

The real 'aha' moment was when my SDR partner and I used what we now refer to as an M1 to open a first meeting with a huge potential account. We "did MEDDPICC" excellently: we built champions, influenced decision criteria, we implicated pain to multiple business stakeholders.

As a result, I closed the biggest deal of my life, followed by the next biggest deal of my life, and I've been a top 3 overall performer in every year at every company I've been at since. MEDDPICC has given me the ability to communicate to senior executives with confidence and conviction that we can help them solve their biggest business problems.