ALWAYS BE QUALIFYING: MEDDIC, MEDDPICC

by Darius Lahoutifard

In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same inability to qualify.Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification.I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.

Genres: Business

146 pages, Kindle Edition

Published June 19, 2020

Reviews

[Emily Rowe · Rating 5 out of 5]

Better than any training I’ve ever done. Very concise and easy to understand!

[Kevin · Rating 5 out of 5]

Easy read, great value. I started with the book and got hooked, then took his online full course. I think it's worth 10 times what I spent. These types of books and methodologies are very rarely published. They are often kept to be taught in closed doors for premium tickets ($100,000 corporate training sessions.). Highly recommended.

[Evan Moore · Rating 3 out of 5]

A quick and easy book to read that will give you a few ideas on how to change your day to day sales process.

It is clear through the writing that this feels like it was written for you to buy their courses and training because in general there is only a high level overview with a clear “want more look here” line at the end.

[Demetrios Georgiou · Rating 5 out of 5]

Just completed live MEDDIC training the book was more in depth!

Fantastic, simple but provided clarity, and advice on each stage! A must read for every seller and manager. Highly recommended

[Alli Garrison · Rating 4 out of 5]

Excellent resource for sellers today

Short and to the point, this book gives plenty of examples and tells the compelling history and usefulness of the MEDDICC sales qualification technique.

[LJ Maric · Rating 5 out of 5]

basic but useful

Always good to go back and te read the classic qualification book in sales. Still holds a lot of value and would recommend to anyone in enterprise sales or sales management.

[Mike · Rating 5 out of 5]

Must read for SaaS Sales people

[Mauricio Pretto · Rating 3 out of 5]

Good, short and practical introduction to meddic