MEDDIC is a great methodology because it’s not too prescriptive, and with the freedom to add just about any letter of the alphabet to it — MEDIC, MEDDICC, MEDDPICC, MEDDPICCR – it’s flexible enough to meet every org’s needs.
However, with today’s high-expectation, low-risk buyers, MEDDIC has four major gaps that put a successful close at risk.
- MEDDIC was designed as a checklist for Manager and Rep to review, but it doesn’t provide a way for reps to gather inputs consistently.
- You could have a 100% scored MEDDIC deal with no idea of expected close date because there’s no accommodation for timeframe.
- There’s no place to validate your needs as a seller.
- There’s zero consideration of the Buyers’ needs.
Mutual Action Plans complement MEDDIC perfectly
Read the whitepaper for more