MEDDICC Qualification Process & Training

A Qualification Approach That Supports the Sales Process

MEDDICC  is a proven qualification methodology that supports your sales process. It provides a “litmus test” for gauging the strength of a sales opportunity. Think of it as a GPS to navigate the sales cycle. Using MEDDICC, MEDDPICC, or any its variants, as an internal Sales Qualification Tool helps drive consistent discovery and efficient qualification of opportunities. All the key components of a successful sales cycle are defined and integrated as part of the approach.

The right qualification approach ensures both buyers and sellers are aligned throughout the process to optimize their time, define accurate decision criteria, and integrate executive buy-in throughout the decision-making process. Understand what foundation is needed to maximize MEDDICC results. Read the full guide on how to drive predictable business growth leveraging MEDDICC, a solid sales process and a clear value message.

Drive Consistency For Your Sales Team

• Commit to Consistent Qualification: Qualification plays an integral role in supporting how you engage with customers as well as how you execute your sales operating rhythm.
• Customization is Key: It's important to customize each element of  your qualification criteria to ensure relevance for your sales team.
• Create a Qualification Toolkit: Sales consumable tools, like Opportunity Qualifiers and Opportunity Coaching Guides provide a consistent approach for your sales qualification.
• Train Your Team: To build fluency around your sales qualification criteria and toolkit, pair interactive instructor-led training with online learning modules.  
• Coach and Reinforce Qualification Criteria: Provide your sales team with easy access to ongoing training and reinforcement materials and make sure your managers have a regular cadence for coaching your sellers to success.