M.E.D.D.I.C. (also known as MEDDICC and MEDDPICC)
Our MEDDPICC training covers the entire Sales cycle from Qualification to Close and goes further than other MEDDPICC trainings.
We offer personalised face-to-face training and follow it up with workshop.
MEDDPICC is a sales qualifying methodology that gets embedded in your sales process, one of the biggest outcomes it produces is that it allows the sales teams to focus on customers who will buy.
It is particularly efficient at driving increased win rates and improved forecast accuracy, it gives salespeople a structure and shortens the sales cycle, resulting in deals closing earlier so that they can concentrate on hunting new business. With the sales pipeline qualified, the management receives an accurate forecast that delivers Revenue and on time.
What is MEDDPICC?
Metrics
Metrics help you hook the customer, sell based on Value and become memorable amongst competitors.
There are 2 types of Metrics, Present and Future.
Economic Buyer
They're the people that create budgets and give the final approval to allocate them. People get budgets, but until an Economic Buyer decides to spend the money, they can't spend it.
Decision Criteria
It is essentially a list of the criteria that a buyer has for picking a solution to solve a problem. It should also be tied to outcomes.In simple words, what the customer is basing their decision upon
Decision Process
It is a set of events that need to be orchestrated for the client or the prospect in order to make a decision. In simple words, how customers are making their decisions.
Paper Process
It is the paper trail that needs to be completed before the contracts are signed. It is essential that your team are equipped to deliver contracts quickly or else deals will be lost.
Identify Pain
Fundamentally, what problem are you trying to solve for a customer and what outcomes are you producing? M&I are very closely related.
Champion
There's usually one person that's really driving the initiative and that's the business person you need to align with to make them your champion, in order to get any deal done.
Competition
It is more than just your rivals, it is any initiative competing for the same pool of resources that could jeopardise your deal.
This includes both direct and indirect rivals.
What makes our training special?
1. Personalised Training dependent upon the size of your organisation, industry, maturity of the Sales process and team
2. Face-to-Face in-person live training
3. Covers more than MEDDPICC - Price negotiation, Emotional Intelligence and Objection handling
4. Delivered by trainer who has been on both sides of the fence - Selling and Buying from Suppliers
MEDDPICC is an investment that delivers consistent results every time.
What is our best record?
A 120% increase in sales
12% improvement in Profit margin
50% reduction in Sales cycle (from 18 months to just under 9 months)
