MEDDICC Sales Process Workshop
Workshop Overview
In the MEDDICC Sales Process Workshop, we work with your team (SalesOps, Sales Enablement, Sales Leadership) to Embed MEDDICC into Your Sales Stages. This is a strategic workshop designed to help organizations integrate the MEDDICC framework seamlessly into their existing sales process. By embedding MEDDICC—Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition—into your sales stages, your team will gain a systematic approach to qualify leads, align with key stakeholders, and drive more predictable, successful outcomes.
This approach ensures that every stage of the sales cycle is supported by critical information, focused on identifying the most important buyer signals, and aligned with the decision-making process. Rather than treating MEDDICC as a one-off checklist, this method ensures that each element of the framework is actively applied at the appropriate phase of the sales journey.
Key Steps to Embedding MEDDICC into Your Sales Stages
By embedding MEDDICC in each sales stage, your team will have a clear, structured approach to manage complex deals. This results in more accurate forecasting, better pipeline visibility, and ultimately, an increased win rate. The integration of MEDDICC into your sales process provides the discipline and focus necessary for sales teams to move beyond just closing deals, but to engage in high-quality, strategic selling.
1. Lead Qualification :
Apply MEDDICC criteria early to assess if prospects meet the necessary qualifications for moving through the pipeline. This step includes identifying pain points and the metrics that will drive decision-making.
2. Discovery:
During this phase, dive deeper into the customer’s decision criteria and pain points. Understand the decision process and uncover the economic buyer, ensuring alignment with their goals and objectives.
3. Solution Design & Alignment:
Ensure your proposed solutions directly address the identified pain points, decision criteria, and relevant metrics. Continue engaging with the economic buyer and champion to ensure they remain aligned with the proposed solution.
4. Negotiation:
Throughout negotiation, stay aligned with the decision process and competition, making sure to leverage insights from your champion and ensure that all decision-makers are aligned with the value you offer.
5.Closing:
As you reach the final stages, ensure all MEDDICC criteria have been validated and are aligned with the buyer’s objectives. Confirm the champion’s support, address any remaining competition concerns, and secure final approvals from the economic buyer.
A Recent Anecdote
This anecdote highlights how the MEDDICC framework can drive immediate results in sales engagements:
Ben S. Manager. Sales Enablement
“Yesterday, I had a call with a lead that expressed resistance upfront: No budget, too early, contact us next year.
Using MEDDICC and what Steve taught us in the workshop, I was able to challenge this objection effectively with the game-changer question: But what is the cost of doing nothing?
The lead’s response shifted from outright rejection to a willingness to collaborate: Ok, let’s work together to convince my CIO that your Enterprise Architecture Solution is necessary for the company.
My follow-up plan for working with the lead, aligns closely with MEDDICC principles:
Mutual Effort: Collaborate with the lead to build a compelling business case, illustrating the solution’s value.
Teamwork: Involve internal resources (territory manager) to strengthen the pitch.
Engagement: Maintain weekly contact to ensure progress and provide necessary resources.
I just wanted to share this story and how MEDDICC showed instant reflection!”
Ready to Empower Your Sales Team?
SMG's workshops go beyond theory. providing hands-on, practical training to elevate your team's performance. Whether you're just starting with MEDDICC or to refine your processes, we have a solution for you.
