Article · 8 min read

Economic Buyer: Definition, Identify and Qualification

MEDDICC Free Beginner

The clearest short explanation of the person your champion has to reach: the one with veto power and discretionary budget. It also makes the point that matters here, that the economic buyer will never announce themselves and finding them is your job.

  • The economic buyer can say yes when everyone says no, and no when everyone says yes.
  • Look for P&L responsibility and access to discretionary funds that are not already budgeted.
  • If your champion will not introduce you to the economic buyer, they are probably not a champion.
  • In that meeting, speak to economic decision criteria and business objectives, not product features.
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The question it answers

  1. Everyone says find a champion. What does that actually mean, and how do I know if I have one?

Read with it

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  2. Gives you the four behavioural tests for a real champion (they repeat your questions to colleagues, they introduce people... SalesMethods Article · 12 min read MEDDPICC Explained: How to Find and Develop a Champion Jake Hickton
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