MEDDIC Sales Methodology: How to Build a Strong Sales Qualification Process đ°





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.Â
As part of MEDDIC sales, your salespeople should stress how your product or service fits into their prospectâs decision criteria during conversations or pitches.Â
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.Â
Therefore, tapping into your customersâ struggles is a surefire way to speak their language. Anything your reps can do to reassure them of your solutionâs 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
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âHas MEDDIC sales helped you to improve your lead qualification? If so, how? If not, what sales methodology do you prefer?
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Comments
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đ 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?Â
@Amit Sarda you're a methodic person, I have a feeling you might have a nugget to contribute đ
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@InĂȘs 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?
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Hello
@InĂȘs 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
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