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MEDDICC: Using the Powerful MEDDICC Enterprise Sales Framework to Close High-Value Deals and Maximize Business Growth
MEDDICC is taking the Enterprise Sales, SaaS, and B2B Sales worlds by storm. MEDDICC is used by elite sales companies like Sprinklr, CrowdStrike, and Snowflake to generate billion-dollar revenues.
But, these revolutionary sales success systems can be implemented just as successfully by small business sales teams and salespeople of all experiences levels to incrementally increase the frequency of sales closed… and at significantly higher values.
The power of the MEDDICC system lies in its ability to make any sales process predictable and efficient. Exclusively in this MEDDICC guide, you will learn sales tactics directly from Andy Whyte, a sales leader who helped several organizations implement variations of MEDDIC and, more importantly, an A-level sales professional who has used MEDDICC and its principles in the field for many years at the top of the B2B and enterprise sales businesses. In this book, you are not learning from a sales trainer, you are learning top-level sales tactics from a salesman that successfully employs MEDDICC skills every day!
In this straightforward MEDDICC sales book, you will
Valuable sales advice and real-world sales experiences from MEDDIC founder Dick Dunkel and ‘The Godfather of MEDDIC’, Jack NapoliHow to apply the MEDDICC framework to any sales deal and take control of the entire sales process, instead of playing catch-up, or adjusting to your competitorsHow to allow your buyer to see the value of your sales solution and prevent them from perceiving you as too expensiveHow to find, articulate and quantify your buyer’s pain, so that your solution seems like the ideal answer to their problemHow to gain access to the ‘power and influence’ in your buyer’s company and understand how their company makes buying decisionsHow to understand your competition and their tactics, so that you can defend against their best strikes and counterattacksHow to keep yourself organized in the sales process, so you do not lose track of where you stand in the dealHow to use the acronyms in each system to win more sales deals, Sales Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition and Risks.“Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICC into what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to your process, and you'll begin to execute your customer interactions with more purpose and achieve better results. And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunities with clearer paths to success.” - Dick Dunkel, founder of MEDDIC
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But, these revolutionary sales success systems can be implemented just as successfully by small business sales teams and salespeople of all experiences levels to incrementally increase the frequency of sales closed… and at significantly higher values.
The power of the MEDDICC system lies in its ability to make any sales process predictable and efficient. Exclusively in this MEDDICC guide, you will learn sales tactics directly from Andy Whyte, a sales leader who helped several organizations implement variations of MEDDIC and, more importantly, an A-level sales professional who has used MEDDICC and its principles in the field for many years at the top of the B2B and enterprise sales businesses. In this book, you are not learning from a sales trainer, you are learning top-level sales tactics from a salesman that successfully employs MEDDICC skills every day!
In this straightforward MEDDICC sales book, you will
Valuable sales advice and real-world sales experiences from MEDDIC founder Dick Dunkel and ‘The Godfather of MEDDIC’, Jack NapoliHow to apply the MEDDICC framework to any sales deal and take control of the entire sales process, instead of playing catch-up, or adjusting to your competitorsHow to allow your buyer to see the value of your sales solution and prevent them from perceiving you as too expensiveHow to find, articulate and quantify your buyer’s pain, so that your solution seems like the ideal answer to their problemHow to gain access to the ‘power and influence’ in your buyer’s company and understand how their company makes buying decisionsHow to understand your competition and their tactics, so that you can defend against their best strikes and counterattacksHow to keep yourself organized in the sales process, so you do not lose track of where you stand in the dealHow to use the acronyms in each system to win more sales deals, Sales Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition and Risks.“Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICC into what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to your process, and you'll begin to execute your customer interactions with more purpose and achieve better results. And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunities with clearer paths to success.” - Dick Dunkel, founder of MEDDIC
Page Up and Order Now.
271 pages, Kindle Edition
Published November 28, 2020
330 people are currently reading
516 people want to read
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Displaying 1 - 30 of 30 reviews
February 19, 2023
Highly recommended for any sales professional who wants to implement a consistent qualification methodology in their company.
February 23, 2025
Practical questions and tips to apply in Selling, very easy to read!
October 23, 2022
A new era for me as a sales
When you encounter a philosophy or tool you like, the only way to see if it works is to try it out. I feel like years from now, this will have been a pivotal moment in my career, and I will still be using MEDDICC.
Or then again, not. Only time will tell. Still, I read it in two days and it gave me all the information I needed to start using this method.
When you encounter a philosophy or tool you like, the only way to see if it works is to try it out. I feel like years from now, this will have been a pivotal moment in my career, and I will still be using MEDDICC.
Or then again, not. Only time will tell. Still, I read it in two days and it gave me all the information I needed to start using this method.
December 10, 2020
I had the fortune to work with Andy at Oracle (he mentions his time at Oracle in the book). It was obvious to me, when I worked with Andy that he was restless to go on and do bigger and better things (yes there are things bigger and better things than Oracle) and this book is one of them.
On to the review. Andy has written a great book that covers the MEDDICC sales methodology and has also sprinkled it with his own experience and case studies. I’ve read a lot of sales and marketing book and most of the are the same and conform to a ‘template”. While this “obviously” walks you through the MEDDICC sales methodology it avoids the traps of your “typical” sales book.
I have to be honest that most sales methodologies are the same, but Andy puts up a great case for MEDDICC over and above, some of the others.
Why would you read this book? You are looking to add some rigour to your own sales or your sales team. MEDDICC is something you could implement quickly and with little fuss and it would make a massive impact. Just using it as a tick list to make sure you have covered all the bases would be a start and would improve your win rate. Andy, also mentions how you can go full on with MEDDICC and I agree with him you “cannot get a little bit pregnant” and you should go all in.
Great book, if you want to get on in sales, or improve your sales team, this is a great place to start. Highly recommended.
Please be aware, that while I know Andy, I did purchase this book myself.
On to the review. Andy has written a great book that covers the MEDDICC sales methodology and has also sprinkled it with his own experience and case studies. I’ve read a lot of sales and marketing book and most of the are the same and conform to a ‘template”. While this “obviously” walks you through the MEDDICC sales methodology it avoids the traps of your “typical” sales book.
I have to be honest that most sales methodologies are the same, but Andy puts up a great case for MEDDICC over and above, some of the others.
Why would you read this book? You are looking to add some rigour to your own sales or your sales team. MEDDICC is something you could implement quickly and with little fuss and it would make a massive impact. Just using it as a tick list to make sure you have covered all the bases would be a start and would improve your win rate. Andy, also mentions how you can go full on with MEDDICC and I agree with him you “cannot get a little bit pregnant” and you should go all in.
Great book, if you want to get on in sales, or improve your sales team, this is a great place to start. Highly recommended.
Please be aware, that while I know Andy, I did purchase this book myself.
March 12, 2025
“Being brave and bold will help you win, not lose.” The education of a professional seller never ends. I picked this book up after coming across a job application that had a knowledge of this methodology as a requirement for sales reps they were looking to hire. To be honest (and maybe this isn’t something I should admit) I honestly don’t think I ever heard of this while at IBM in over 7 years in their sales org. We used BANT more as our qualification methodology (which apparently was invented by an IBMer once upon a time).
Anyway this is more of a manual with lots of ideas and repeated insights than a book to just read once through and call it good. It goes through in pretty length detail each of the parts of the MEDDICC methodology with a couple of additions (Paper Process and Risk for instance). Whyte uses a few examples from his sales career as well as bringing insights from other sales leaders (including the ones who created MEDDICC). I definitely thought a lot about my past deals while reading this. How did I win deals and how did I lose deals. And I would say that it was pretty much based on the topics he covered in this book.
There were a decent amount of typos and it was obvious there wasn’t an editor. In fact I think this was self-published. For the most part it was whatever but there were a few times I took a little extra time to figure out what he meant. It’s interesting too because at some point he mentions the importance of paying attention to details and this book definitely didn’t have that.
Anyway this should be required reading for anyone in sales or really in business. And of course not just to read but to apply the techniques in the real world.
Anyway this is more of a manual with lots of ideas and repeated insights than a book to just read once through and call it good. It goes through in pretty length detail each of the parts of the MEDDICC methodology with a couple of additions (Paper Process and Risk for instance). Whyte uses a few examples from his sales career as well as bringing insights from other sales leaders (including the ones who created MEDDICC). I definitely thought a lot about my past deals while reading this. How did I win deals and how did I lose deals. And I would say that it was pretty much based on the topics he covered in this book.
There were a decent amount of typos and it was obvious there wasn’t an editor. In fact I think this was self-published. For the most part it was whatever but there were a few times I took a little extra time to figure out what he meant. It’s interesting too because at some point he mentions the importance of paying attention to details and this book definitely didn’t have that.
Anyway this should be required reading for anyone in sales or really in business. And of course not just to read but to apply the techniques in the real world.
November 15, 2022
Over the past decade I was involved in scaling a start-up from zero customers to over 9000 with an eventual successful exit I'd like to think I knew the lay of the land when it came to sales and how to successfully build a high performing team.
However, I previously played in the low-ticket price/high volume sales world and when I recently entered into the world of start-up enterprise selling I realised the rules I played by had changed quite dramatically. I found myself struggling to control where mine and my teams deals were heading which caused it's fair amount of headaches and anguish.
I tried to work out, what was the formula to win successful deals and this book helped tremendously in building a constant qualification process that we could apply to our deals.
While the book does tend to repeat itself over the chapters the core underlying message and methodology to take control of deals has been very valuable. I would recommend this to anyone irrespective of their level of experience.
However, I previously played in the low-ticket price/high volume sales world and when I recently entered into the world of start-up enterprise selling I realised the rules I played by had changed quite dramatically. I found myself struggling to control where mine and my teams deals were heading which caused it's fair amount of headaches and anguish.
I tried to work out, what was the formula to win successful deals and this book helped tremendously in building a constant qualification process that we could apply to our deals.
While the book does tend to repeat itself over the chapters the core underlying message and methodology to take control of deals has been very valuable. I would recommend this to anyone irrespective of their level of experience.
January 20, 2024
For 2024’s first non-fiction book of the year, I delved into Andy Whyte's "MEDDIC," a comprehensive exploration of the renowned sales framework. My role in product marketing offered a unique lens through which to interpret Whyte's insights, particularly the concept of 'implementing pain' to market solutions more effectively. The distinction between economic buyers and champions was incredibly enlightening, revealing the nuanced requirements and perspectives that differ significantly within any organisation.
One of "MEDDIC's" strengths lies in its structured approach, guiding the reader through a detailed understanding of the framework. However, like many business books, it occasionally succumbs to repetitiveness. While reiteration can reinforce learning, the book belaboured already well-established points.
As my first foray into the world of MEDDIC, the book proved to be an eye-opener. It has shifted my perspective, particularly in how I approach marketing strategies. The principles of MEDDIC, with their focus on addressing and leveraging customer pain points, have offered new insights into my professional practice.
What makes "MEDDIC" particularly appealing is its broad applicability. Far from being limited to sales professionals, its principles are relevant across various roles, from marketing to product development. This universality makes the book a valuable resource for anyone interested in understanding and applying customer-centric sales strategies in their domain.
While the book doesn't feature standout anecdotes or specific chapters, its core strength lies in the clarity and practicality of its concepts. Whyte has provided a transparent, actionable guide to understanding and implementing a framework that can significantly influence how organisations engage with sales and customer relationships.
"MEDDIC" by Andy Whyte is a solid introduction to the MEDDIC framework, offering substantial insights across professional roles. The book's impact, however, is lessened by its tendency towards repetition and a need for more engaging stories to vivify the concepts. Nevertheless, it remains a recommendable read for those new to MEDDIC or keen to apply its principles in diverse organisational contexts.
One of "MEDDIC's" strengths lies in its structured approach, guiding the reader through a detailed understanding of the framework. However, like many business books, it occasionally succumbs to repetitiveness. While reiteration can reinforce learning, the book belaboured already well-established points.
As my first foray into the world of MEDDIC, the book proved to be an eye-opener. It has shifted my perspective, particularly in how I approach marketing strategies. The principles of MEDDIC, with their focus on addressing and leveraging customer pain points, have offered new insights into my professional practice.
What makes "MEDDIC" particularly appealing is its broad applicability. Far from being limited to sales professionals, its principles are relevant across various roles, from marketing to product development. This universality makes the book a valuable resource for anyone interested in understanding and applying customer-centric sales strategies in their domain.
While the book doesn't feature standout anecdotes or specific chapters, its core strength lies in the clarity and practicality of its concepts. Whyte has provided a transparent, actionable guide to understanding and implementing a framework that can significantly influence how organisations engage with sales and customer relationships.
"MEDDIC" by Andy Whyte is a solid introduction to the MEDDIC framework, offering substantial insights across professional roles. The book's impact, however, is lessened by its tendency towards repetition and a need for more engaging stories to vivify the concepts. Nevertheless, it remains a recommendable read for those new to MEDDIC or keen to apply its principles in diverse organisational contexts.
June 12, 2024
Author examines MEDDICC qualification methodology and explains about challenges you may deal during executing it and gives you some solutions. He just gives you some general advices about big and complex deals and explains them based on MEDDICC methodology.
MEDDICC is uniquely suited to enterprise sales organizations. Enterprise sales usually requires engagement with multiple stakeholders and often will require a complex solution to meet their needs. MEDDICC helps Sellers continually ensure that they are investing their time in the right deals, and if not, it gives a clear path of how they can get back on the right course or qualify out.
MEDDICC is uniquely suited to enterprise sales organizations. Enterprise sales usually requires engagement with multiple stakeholders and often will require a complex solution to meet their needs. MEDDICC helps Sellers continually ensure that they are investing their time in the right deals, and if not, it gives a clear path of how they can get back on the right course or qualify out.
September 19, 2024
I have MEDDPICC training tomorrow, and got this book on Monday. I'm pleased I was able to read it in time, but this is definitely a book to read sections at a time and really absorb it.
As a Project Manager a lot of this resonated with me, and it's certainly helped understand a lot more about sales teams.
However, this is a very dry text, it's also got a fair number of typography errors which is rather disappointing. For a nonsales person reading a sales book I honestly think you couldn't give this more than three stars.
As a Project Manager a lot of this resonated with me, and it's certainly helped understand a lot more about sales teams.
However, this is a very dry text, it's also got a fair number of typography errors which is rather disappointing. For a nonsales person reading a sales book I honestly think you couldn't give this more than three stars.
February 5, 2023
Great content
- Great information and perfect introduction to MEDDICC
- Grammar is a problem, throws you off and makes you re-read
- Not written the best, some bits were hard to understand and again makes you re-read
- Loved the checklist incorporation and Go Live plan info
- Loved the stories from other sellers, it allows you to try and picture yourself and how you’d fair in a similar situation
- Great information and perfect introduction to MEDDICC
- Grammar is a problem, throws you off and makes you re-read
- Not written the best, some bits were hard to understand and again makes you re-read
- Loved the checklist incorporation and Go Live plan info
- Loved the stories from other sellers, it allows you to try and picture yourself and how you’d fair in a similar situation
May 31, 2023
90% of the methodology is taken from Sandler but made in a more messy way.
I would definitely not recommend that book for sales beginners, much better to stick with a more strict and efficient methodology such as Sandler or other.
Few good tips when it comes to enterprise sales and a bit more complex processes, overall a bit disappointing, it's not well written nor entertaining
I would definitely not recommend that book for sales beginners, much better to stick with a more strict and efficient methodology such as Sandler or other.
Few good tips when it comes to enterprise sales and a bit more complex processes, overall a bit disappointing, it's not well written nor entertaining
January 12, 2024
Very useful for a software sales professional to read. Establishes a useful framework to lean on in forecasting and qualifying. Not exactly a captivating read, but definitely in my short list of sales books that are actually worth reading.
September 18, 2024
Good content. Full of information so not the quickest of reads and had a few annoying to me spelling mistakes and the like in the text but nothing to detract from the content. A very thorough look into using and implementing MEDDICC in one’s complex B2B sales cycles.
September 21, 2021
Great introduction to a sales qualification method for SaaS companies.
February 11, 2022
Would liked to have read more actual examples of how the interactions went or should sound like to give it a 5 star rating.
July 17, 2022
A bit repetitive, but good for the uninitiated
March 11, 2023
Great introdution to MEDDICC.
Helps you get a clean vision where to start, how to keep moving, what to look out for and how to close it.
Helps you get a clean vision where to start, how to keep moving, what to look out for and how to close it.
July 8, 2023
Really Enjoyed this book and recommended to all individuals involved in sales especially as it’s a qualification method and not sales methodology
July 24, 2023
The Bible 🙏
December 2, 2023
It is not a sales book, it is the pre, during, post sales book
December 22, 2023
The evolution of MEDDICC from the people who lived in in the first hours. A great run down of the market leading qualifying method for prospects in high-tech sales.
March 29, 2024
very informative
I learned allot from this book. It’s well thought out , and goes very much in depth in the MEDDIC process.
I learned allot from this book. It’s well thought out , and goes very much in depth in the MEDDIC process.
April 11, 2024
Highly recommended and I believe it is a must read book for any salesman
Read
November 9, 2024hey listen sometimes we gotta do our job okay it's not all fun and games out here in this world, it's not lollipop land bub
December 27, 2024
A must read for any sales professional! Only reason for 4 instead of 5 stars is that I thought the writing was quite egotistical and could have been shortened.
April 4, 2025
Great, succinct primer on MEDDpICCr and it's role in the sales process as a qualification methodology. You can knock this out on a couple of plane flights. Straight and to the point.
August 9, 2025
Practical, easy to read, but repetitive.
November 30, 2025
It’s like if BANT sellers were cavemen and you gave them fire to become MEDDIC sellers
September 3, 2024
This is a book on sales prospecting that I read for work. It's good. It's really good. It's dense with information. This is not an engaging business book that tells a story and teaches you some things along the way. This is an instructional manual. It has a single purpose and it accomplishes its purpose. It is not a general business book with a broad audience. It is targeted and designed to solve problems for a specific group of professionals.
April 9, 2024
I read this for work and found it very insightful on how to better run my teams!
Displaying 1 - 30 of 30 reviews