Article

The Economic Buyer

MEDDICC 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 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