Article · 12 min read

MEDDPICC Explained: How to Find and Develop a Champion

Jake Hickton · SalesMethods Free Intermediate

Gives you the four behavioural tests for a real champion (they repeat your questions to colleagues, they introduce people unprompted, they share things they should not, they push back on you) so you stop mistaking a friendly contact for an advocate.

  • A real champion needs three things: confirmed influence, access to the economic buyer, and a personal stake in you winning.
  • Behavioural tells: they ask your discovery questions internally, introduce stakeholders unprompted, share things they should not, and correct your misreads.
  • Give them a small kit: a one page summary in the economic buyer's language plus an ROI case study for finance.
  • Multi thread from day one and cultivate a second advocate before you need one.
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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

  1. Most champion advice stops at identify. This one is about the harder half, arming them: mapping the internal buying process,... Dock Article · 14 min read How to empower your buyer champion (to win you the sale) The Dock Team
  2. The clearest short explanation of the person your champion has to reach: the one with veto power and discretionary budget. It... MEDDICC Article · 8 min read Economic Buyer: Definition, Identify and Qualification MEDDICC
  3. Video · 59 min Multi-Threading: Steal this framework to increase win rates by 2-3x Jason Bay
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