What Is Meddpic?
MEDDPIC is a sales methodology based on qualification for complex, enterprise, Business to Business sales.
MEDDPIC is an acronym that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion—the six concurrent steps used to qualify customers in the MEDDPIC sales process.
Metrics – The economic benefits of your solution. What is the quantifiable economic gain and benefit of your solution?
Economic Buyer – The company’s economic buyer. The person who actually has the authority to make the decision and release the budget. The person who has decision control on the funds for the purchase.
Decision Criteria – The criteria the company uses to make the decision to purchase your solution. What is the criteria used by the company to make the purchasing decision and choose among the various options.
Decision Process – The process the company uses to make the decision. The process defined by the company to reach the purchase decision.
Paper Process – The paper process the company uses to process and sign the order.
Identify Pain – Actual pains that the company would require your solution to relieve. A customer must have a need or a pain before they pursue a solution.
Champion – Someone in the buying organization who has a vested interest in your success and acts on your behalf within their organization. A powerful & influential person, who is favorable to your solution.
Who Uses Meddpic & Where Was Meddpic Created?
MEDDPIC, is the most commonly used Sales Qualification Methodology for Enterprise B2B Sales organizations and is applicable to most Enterprise Sales Processes. MEDDPIC is often referred to as MEDDPIC Checklist, MEDDPIC Scorecards MEDDPIC Sales Process.
MEDDPIC is a sales methodology based on qualification for complex enterprise Business to Business sales. MEDDPIC was created by Dick Dunkel and Jack Napoli at PTC corporation in the 1990’s.
