<aside> ℹ️ The below is almost entirely copy-pasted from GitLab’s sales handbook.

</aside>

Context

MEDDPPICC is a proven methodology used for strategic opportunity management and complex sales process orchestration for enterprise organizations and is an acronym for:

  1. Metrics
  2. Economic buyer
  3. Decision criteria
  4. Decision process
  5. Partner
  6. Paper process
  7. Implication of pain
  8. Champion
  9. Competition

At Awell, we’re currently not using the framework as elaboratively but that’s definitely the way we need to go. The reason is that qualifying our opportunities throughout the sales process will put us in the best position to sign contracts. Using the MEDDPPICC framework is required for all new business opportunities if the ACV is > $100k.

How to use MEDDPICC: A step-by-step guide

Step 1: Quantify the economic benefit to the prospect with Metrics

You can’t sell something to someone until you know what they’re expecting to gain by buying it. And while you can list product features till you’re blue in the face, nothing’s going to drive your solution home like numbers will.

Oh, and we mean real numbers here—no guesstimating.

Metrics give prospects something quantifiable to entice them with. So hit them with an impressive ROI number or a time savings promise of X many hours a workweek as a result of your solution and paint them a picture that compels them to buy.

But first, you need to be able to ask the following questions: