MEDDIC Sales Methodology: How to Build a Strong Sales Qualification Process 💰

Inês Batata

The MEDDIC sales methodology advocates that pitching to leads and prospects who are highly qualified will result in a higher closing rate. It is a blueprint for qualifying leads and asking the most important questions to move deals forward. 

As part of MEDDIC sales, your salespeople should stress how your product or service fits into their prospect’s decision criteria during conversations or pitches. 

Why? Because 77% of B2B buyers state that their latest purchase was very complex or difficult. And, the proactive nature of MEDDIC means that your reps are likely going to be hit with a lot of sales objections during their conversations. 

Therefore, tapping into your customers’ struggles is a surefire way to speak their language. Anything your reps can do to reassure them of your solution’s effectiveness is a huge point in your favor. By predicting pain points and objectives, they can better frame your product as a winner.

Putting any sales methodology into practice takes efficient training and time. The best way to help your sales team succeed with MEDDIC is to:

• Empower your sales team through analytics
• Review sales objections and reasons for lost deals
• Refine your customer personas
   

❓Has MEDDIC sales helped you to improve your lead qualification? If so, how? If not, what sales methodology do you prefer?
 

🔎 Click here for a more in depth look at how the MEDDIC sales methodology can help you to qualify leads and close deals faster. 

Inês Batata

🌟 For extra points: if you're already using the MEDDIC method, how have you incorporated it into Pipedrive? Fellow Community member @Desiree asked for some advice on this  and no luck so far. Will you help them? 

@Amit Sarda you're a methodic person, I have a feeling you might have a nugget to contribute 🙂

DinahBraude

@Inês Batata @Amit Sarda - Pipedrive Consultant - AmitSarda.xyz

Does anyone have an example of how MEDDIC was incorporated into Pipedrive? Was it custom fields? Any other way?

Xavier Salort_88996

Hello

@Inês Batata @DinahBraude also really keen to see how one can integrate MEDDICC framework in Pipedrive.

We are implementing MEDDICC across the sales team, but I am not sure how to concretely implement it into Pipedrive, so reps could use it directly within the opportunities.

Many thanks

David Gumpinger

Hello,

I am also struggling to implement the meddicc objectives within pipedrive. It should be similar to the projects, where checkboxes and comments to the single elements can be added.

I know of the "Iseeit" plugin for Salesforce. See here for example: https://now.iseeit.com/

In the attached pictures, you can see that there are several fields to be filled out by the reps, summarizing the deal state and presenting a very good overview of the deal health.

@Inês Batata (or anyone else): do you know if something like this is currently planned or being implemented in Pipedrive?

DONLION28

https://community.pipedrive.com/discussion/comment/39348#Comment_39348

We are looking for exactly such an integration of the MEDDICC framework into Pipedrive!

Cejih Yung

https://community.pipedrive.com/discussion/comment/33108#Comment_33108

For us, we incorporated it as part of our reps discovery process and then built an automation for any time they scheduled a discovery call.

dsales

Hi all, we also implemented MEDDIC with Zapier and a really huge Spreadsheet file the reps has to fill at every touchpoint. We still figuring out how to make that process automated and smooth for the reps. I just came along www.getqualify.io has anybody of you already heard about it? Seems like you can build your individual qualification framework combined with scoring. But it is still in the making…