Article · long read

MEDDIC / MEDDPICC Sales Methodology and Process

MEDDICC Free Intermediate

The reference explanation of all eight letters from the people who own the methodology, free to read. Use it as a deal checklist: the letters you cannot fill in are exactly where your deal will die.

  • MEDDPICC is eight checks: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition.
  • MEDDIC was created inside PTC in 1996 by Dick Dunkel, and the P and second C were added later.
  • The problem it targets: 20 percent of reps produce 80 percent of results, and time to quota attainment can run past 12 months.
  • A 2026 US federal court ruling confirmed MEDDPICC is generic, so no vendor owns the method.
Open on meddicc.com ↗

It answers 7 questions

  1. I have been an SDR for about 18 months. How do I actually make the jump to AE?
  2. How do I qualify a deal properly instead of just hoping the enthusiastic person can buy?
  3. How do I know if a deal is real or if I am being strung along?
  4. My demos go well and then the deal stalls. How do I stop that?
  5. What separates the top ten percent of AEs from everyone else?
  6. Enterprise CIOs say they find most vendors through outbound. What does great outbound into a big company look like?
  7. How do the best teams sell into large Indian and global enterprises where procurement runs the show?

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