MEDDIC is short for “Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion”. It is a B2B sales methodology that was developed in the 1990s and is used by sales teams for better customer qualification.
MEDDIC helps sales teams determine whether they should put effort into getting a specific customer or type of customer into their sales funnel. This helps sales teams to focus on pitching their product or service to better-qualified customers that they are more likely to close on, thereby improving sales success. MEDDIC works to uncover areas of qualification and acts as a framework for sales teams to use to:
- Identify customer pain points that they can leverage to drive urgency
- Identify and influence the customers’ decision-making process
- Empower stakeholders to understand the value of a product or service