MEDDPICC Sales Proposal Template

The MEDDPICC sales process is a proven B2B sales qualification methodology centered around eight key elements: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. This sales process derives its inspiration from the MEDDIC Sales framework, and is designed to identify qualified leads in extended B2B sales cycles.

In other words, the MEDDPICC Sales methodology helps sales representatives evaluate whether their products or services meet a prospect’s needs. This sales methodology is ideal for closing enterprise deals, ultimately resulting in higher closing rates.

The MEDDIC and MEDDPICC sales methodologies can be used interchangeably, however, there are certain instances where the MEDDPICC sales process is a better fit. The MEDDPICC sales methodology should be used in sales cycles where the paper process is complicated. In short, does the paperwork to get the deal done often get stuck in approval chains?

The MEDDPICC sales process is also often recommended when the solution being discussed is new to the client as it will ultimately result in additional approvals and compliance checks. Finally, this sales methodology is better suited when many competitors are vying for the same resources or funding. Unlike MEDDIC sales, this methodology accounts for competing organizations or individuals.

Sales representatives can ask prospects a series of questions when qualifying them with the MEDDPICC sales process. Here are some examples of MEDDPICC sales methodology questions for each stage of this eight-step framework.

Metrics:

• What are your overall goals?
• What are you hoping to achieve?
• What is the most critical metric for your company?

Economic Buyer:

• Who is responsible for the final approval?
• Would they need to be included in these discussions?

Decision Criteria:

• What is the most important criteria when making a decision?
• What factors influence your organization’s final decision?

Decision Process:

• Tell me about the steps that are typically involved for a decision to be made.
• How long does your organization take to make a final decision?

Paper Process:

• Can you help me understand the contacting process of your organization?
• Do you need anything from me to simplify the legal process?
• How much time does the legal process typically take?

Identify Pain:

• What happens if this issue goes unresolved?
• What frustrates you the most about the current solution?

Champion:

• What are key objections you might need to overcome?
• What happens if you meet or exceed your goals?
• What is the best way to get your team’s approval for this solution?

Competition:

• Are you discussing with any other companies?
• Would you let me know if a competitor overtakes us in our discussions?
• What is working (or not working) with the competition’s solutions?

There are a number of reasons sales teams have turned to the MEDDPICC Sales methodology. For one, this sales process helps sales representatives gather invaluable information about their prospect, including pain points, decision-making criteria, and KPIs, resulting in enhanced lead qualification.

Implementing the MEDDPICC Sales process will ultimately lead to higher accountability throughout your sales team and help you identify strengths and weaknesses in your sales funnel. This is particularly important when closing enterprise deals and when dealing with extended B2B sales cycles.

Implementing the MEDDPICC sales process will ultimately result in higher closing rates through improved lead qualification. Often teams will run external training with a consultant or experienced MEDDIC Certified™ sales leader, as it can be a more challenging methodology to run and maintain.

Before implementing this age-old sales methodology, however, your organization needs to take certain steps. Firstly, it is important to update buyer personas. Updated buyer personas give your sales team a comprehensive understanding of what the ideal prospect should look like. Next, sales representatives should familiarize themselves with each of the eight steps of this framework, including essential MEDDPICC qualification questions. This will help your sales team identify a prospect’s needs and handle objections with ease.