Top MEDDICC Questions I Am Asked
Awesome MEDDICC webinar on 10/20!
I get a ton of messages in my inbox around MEDDICC so I wanted to share the biggest questions I get asked and my answers as a follow-up.
Where do I start with MEDDICC?
While MEDDICC is the acronym, that doesn’t mean that it needs to be addressed in that order in a cycle. As you begin a cycle, instead focus on Identifying Pain and a Champion as the two major things you should be looking for early. You always want to be understanding if the pain is deep enough and needs to be solved for and if so, who is your potential champion who will be advocating for this to be solved using your solution. Once you have pain and a champion identified, you can set further meetings to continue to expand on the different components of MEDDICC in your discovery. Start with Identify Pain and a Champion and build from there.
What is the difference between a champion and a coach?
Champions are people who possess the big 3:
1) power and influence inside an organization who can get you to the EB
2) is actively selling on your behalf when you are not in the room and
3) invested in the long term success of the project.
A coach will differentiate from a champion in that they don’t possess the 3 major areas we just mentioned, though they may check the box on 1 or 2. That said, coaches are still very important and valuable in a sales process as they can help provide you with inside information that you might not have access to, connect you with others who need to be involved in the buying process and also guide throughout your sales process.
What is the difference between decision process and decision criteria?
Because of the naming of these two, I find that many people get confused across them. Let's clear that up:
Decision Process: The process by which the customer will evaluate, select and purchase a solution. This includes things like:
Who will be involved? What is the timeline? What is the actual step-by-step process of the evaluation? Who is on the buying committee and how deeply do we need to align with each of them? What paper process needs to be followed and what documents need to be signed off on? Who ultimately signs off on this?
Decision Criteria: The formal solution requirements against which each person in the decision process will evaluate. This sometimes coincides with the “required capabilities”, as these are the actual things that will be evaluated in the process and are essential to make a decision for those evaluating. In this area you should be looking to not only fully understand their "shopping list", build in your unique differentiators against your competition and also prepare your champion to influence and defend for these.
How do I get to the EB?
Early on, come into the opportunity with an idea or hypothesis of who the EB might be. As you progress in the opportunity, work with your champion to continue to validate who the EB is and also what their priorities are. As you build your relationship with your champion and continue to present value that is mapped to the EB’s priorities, you earn the right to ask for access to the EB. A strong champion who has been properly built and enabled should provide you with access to the EB when the time is right.
What other questions do you have?