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MEDDICC

2 resources from MEDDICC we point founders to, and the questions each answers.

📄 Article
✓ Link checked Free Intermediate

MEDDIC gives you a checklist for the 'qualify hard' part of our answer: metrics, economic buyer, decision criteria, decision process, pain, champion. You don't need the whole enterprise version on day one, but running a lead through these six questions before you demo will save you from pitching people who can never actually buy.

MEDDIC Sales Methodology and Process

From MEDDICC ~15 min read

  • Know who can actually sign before you invest in a demo
  • A prospect who can't name their own pain isn't ready to buy yet
  • A champion inside the account matters as much as the buyer you're talking to
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Answers What sales process should I follow if I've never sold anything before? How do I sell to enterprises and large companies as a tiny unknown startup they have never heard of?
📄 Article
✓ Link checked Free Intermediate

If your answer is going to be 'follow the money,' this gives you the vocabulary sales teams use to actually find that person. The economic buyer is the one with veto power and budget, distinct from the champion (often your daily user) who introduces you to them. Useful for turning 'who pays' from an abstraction into a specific person you go find in every deal.

The Economic Buyer

From MEDDICC

  • The economic buyer has final veto power on a deal, regardless of what other stakeholders want
  • They rarely self-identify, so you have to actively work to find and reach them
  • Speak to the economic buyer in terms of business outcomes, not the product features your daily users care about
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Answers Should my ideal customer be the person who pays or the person who uses the product?
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