MEDDIC Sales Template
Enhance your sales success using the MEDDIC methodology – craft an engaging, coherent, and convincing pitch efficiently.
About this template
Strengthen your sales approach with our interactive MEDDIC Sales Template. This user-friendly template helps sales reps navigate the MEDDIC methodology, focusing on metrics, economic buyers, decision criteria, and more. Equip your team with the tools to identify high-potential opportunities and close deals more effectively.
What's included?
- Overview
- Executive summary
- Mutual action plan
- Procurement & security criteria
- How we help
- What makes us different
- Value
- Testimonials
- Contact us
About the author
Tania Clarke|Head of Product Marketing
Tania heads up product marketing at Qwilr – looking after positioning, sales enablement, competitor intelligence and more. Tania brings experience from former roles at high growth startups like Atlassian and Safety Culture.
The MEDDIC Sales Methodology is a strategic framework for B2B sales that focuses on understanding and aligning with a prospect's buying process. The acronym MEDDIC stands for:
- Metrics: Understand the key performance indicators or outcomes the prospect hopes to achieve with your solution.
- Economic Buyer: Identify the individual who has the final decision-making authority on the purchase.
- Decision Criteria: Determine the criteria or parameters the prospect is using to evaluate your solution and make a purchase decision.
- Decision Process: Understand the process, steps, and timeline the prospect follows to make a decision.
- Identify Pain: Discover the key issues, problems, or "pain points" that the prospect is looking to address with your solution.
- Champion: Find the person within the prospect's organization who sees the value in your solution, supports it, and will advocate for it internally.
The MEDDIC methodology helps sales teams to better qualify leads, understand their prospect's needs, and tailor their sales approach accordingly. It is renowned for increasing sales effectiveness and closing rates. When integrated with a comprehensive proposal software, MEDDIC becomes even more potent, streamlining the sales process and maximizing conversion rates.
The MEDDIC Sales process can be used for businesses of all sizes in any industry to better qualify prospects. However, this sales methodology is particularly effective for streamlining complex B2B sales calls and can be applied to the enterprise sales process. The MEDDIC Sales process is usually used for closing deals with extended sales cycles, as well as higher than average order values and account sizes.
This B2B sales methodology advocates pitching to prospects with higher intent to buy, eliminating unqualified leads from the sales funnel, ultimately resulting in higher closing rates. A MEDDIC score is typically used to evaluate the level of qualification of a prospect based on the six elements of this framework. Lower MEDDIC scores will result in a prospect being disqualified from the sales process.
Our MEDDIC Sales template guides your sales representatives through each stage of this six-step methodology, providing an easy-to-follow framework for qualifying prospects. This sales template will equip your sales team with all the information they’ll need to close complex B2B deals, all within one mobile-friendly and interactive document.
Our MEDDIC Sales template can be tailored to sales teams of all sizes, helping your sales representatives focus their time and effort on qualified buyers. Equipped with Qwilr analytics and an interactive web content builder, this sales template can be customized according to your prospect.
We also have MEDDPICC sales proposal templates if you prefer the MEDDPICC methodology.
Here's a quick video overview of how to get started with this template:
Our MEDDIC Sales template will help your sales representatives win more business, focusing their efforts on qualifying prospects earlier in the sales cycle. You can also book a demo if you are looking to get started with Qwilr.
- Create an easy-to-follow six-step MEDDIC Sales process
- Align multiple stakeholders within one, mobile-friendly and interactive document.
- Monitor buyer engagement and track every click through Qwilr analytics
- Identify MEDDIC Sales process questions to qualify prospects
- Empower your sales team to eliminate unqualified prospects
- Focus sales conversations on prospects that are qualified (i.e. higher motivation to buy)
- Simplify the buying experience by organizing all pertinent information in one interactive document
- Ability to embed further sales collateral, like videos or spreadsheets – avoid attachments and links getting lost in email chains.
- Guide buyers through the sales process
- Embed security and compliance information for a safe, streamlined, and reliable sales process
A tool packed with features
Brand control
Establish your brand settings once and automatically apply to every piece of collateral.
Payments
Collect payments instantly from customers with Stripe or direct to your own payment system.
Security & GDPR
Add security features like password protection and link expiry to protect sensitive content.
Embedded content
Add Calendly links, videos, surveys, Looms, GIFs and more to every page.
E-signature
Get deals signed on the spot with built-in e-signing ability.
Asset library
Create a library of reusable content for sales reps.
ROI calculator
Showcase your value with an interactive ROI calculator embedded in your Qwilr pages.
Team management
Set up permissions so your team accesses only what they need.
Interactive pricing
Empower buyers with interactive pricing plans and quotes.
Templates for every use case
Explore templates for sales, marketing, customer success, sales enablement and more.
Explore sales process templates
Frequently asked questions
The MEDDIC Sales process is a prospect-centered B2B sales methodology, designed to help sales representatives qualify prospects with more precision. This sales methodology stresses the importance of thorough customer qualification early in the sales funnel, empowering your sales team to ask prospects the right questions at the right time.
In short, the MEDDIC Sales methodology is a six-step sales process used to determine whether or not a prospect is the right fit for your products or services based on the following criteria: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
The MEDDIC score is a value that helps sales representatives evaluate the level of qualification of their prospect based on the six elements of the MEDDIC Sales process, Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. Simply put, the higher the MEDDIC score, the more qualified a prospect is. The MEDDIC Academy developed this checklist that can be used to determine a prospect’s individual MEDDIC score.
The MEDDIC Sales process encourages sales representatives to ask a number of questions at every stage to qualify prospects as they come in. Here are some examples of MEDDIC Sales process questions for each of the six steps.
Metrics:
- What goals are you hoping to achieve?
- How does your organization measure success?
- What KPIs are you responsible for in your organization?
Economic Buyer:
- Is anyone else involved in this decision?
- Who would ultimately sign off on this?
Decision Criteria:
- How would you justify making this purchase?
- What is the most important factor in making a decision?
Decision Process:
- Who do you need to talk to for approval?
- What is the formal approval process?
- What is the approximate time your organization takes to make a decision?
Identify Pain:
- What are the biggest challenges your team faces?
- How is this issue affecting your organization’s bottom line?
- Is your organization suffering financially from this issue?
- What would happen if this issue went unaddressed?
Champion:
- What are the next steps to get this solution approved?
- What are we missing to present a business case for this?
- What other solutions is your organization considering?
The MEDDPICC Sales methodology is an extension of the MEDDIC Sales process and is typically used in extended B2B sales cycles. The key difference is the addition of two extra steps: Paper Process and Competition. The Paper Process refers to the series of steps that occur once a decision has been made. This can include legal and security compliance checks, and procurement processes. Finally, competition, as the name suggests, is any organization or individual that is competing for the same business.
The first step to implementing the MEDDIC Sales process is to train your sales team on your buyer personas. Updated buyer personas help sales representatives understand how your product or service relates to your target audience and ideal customer, ensuring they can successfully qualify prospects.
It is also important to identify sales objections beforehand, preparing your sales representatives to overcome potential obstacles. Once implemented, the MEDDIC Sales process helps your sales personnel focus their efforts on prospects with intent to close a deal, resulting in higher closing rates.