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        MEDDIC

        From sales prospecting to cold calling and emailing, and qualifying leads to closing the sale, it’s a well-known fact that sales reps have their work cut out.

        But did you know that, according to research by The Bridge Group, 1/3rd of salespeople fail to meet their sales quotas? Not just from time-to-time either, but on a permanent basis.

        As somebody who’s at the helm of your sales team, it’s your duty to supply your colleagues with the right systems, processes, and tools. You must make sure your team succeeds.

        For sales success – specifically, qualifying leads for the sales pipeline properly, getting higher close rates, meeting quotas, and dramatically boosting your bottom-line – use the 曼联夺冠MEDDIC曼联夺冠 methodology and process.

        Never heard of MEDDIC before?

        No sweat.

        Read through the following sections in this Process Street post to get clued up:

        Or, if you wanted to make use of our MEDDIC Sales Process Checklist Template straight away, grab it here:

        Click here to get the MEDDIC Sales Process Checklist Template!

        Let’s dive on in. ?

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        MEDDIC vs MEDDPIC vs MEDDPICC
        (Source)

        MEDDIC is the OG, being developed in the 1990s by the sales team working at Parametric Technology Corporation (PTC).

        I already mentioned the basics of what MEDDIC consists of, but here it is in more detail:

        • 曼联夺冠Metrics曼联夺冠: Getting quantifiable data that proves the impact your product/service could have
        • 曼联夺冠Economic buyer曼联夺冠: Discovering who the potential customer’s economic buyer is
        • 曼联夺冠Decision criteria曼联夺冠: Finding out the criteria the potential customer uses when considering a solution
        • 曼联夺冠Decision process曼联夺冠: Understanding the potential customer’s decision process when considering a solution and who’s involved with decision-making
        • 曼联夺冠Identify pain曼联夺冠: Acknowledging the potential customer’s pain points and how your product/service could ease them
        • 曼联夺冠Champion曼联夺冠: Finding a champion within the potential customer’s company.

        Kevin Michaelis, the VP of Sales at Process Street, uses MEDDIC particularly for account executive pipeline reviews:

        “I love using MEDDIC in account executive pipeline reviews. It’s the best way to quickly understand how confident that AE should be in forecasting an opportunity. If you’re calling a deal to close this month, and don’t know all the MEDDIC criteria, then be prepared to convince me why the opportunity should remain in a late stage (Salesforce) category.”Kevin Michaelis

        Now, there are other variations of the MEDDIC sales process and methodology, which you may (or may not) have come across.

        First up is MEDDPIC.

        MEDDPIC adds “paper process” into the mix. The paper process step essentially prompts the sales rep to consider what papers – such as contracts, agreements, and even 曼联夺冠SLAs – need to be prepared if the potential customer moves through the sales pipeline.

        The flow for MEDDPIC, then, is this:

        • 曼联夺冠Metrics曼联夺冠: Getting quantifiable data that proves the impact your product/service could have
        • 曼联夺冠Economic buyer曼联夺冠: Discovering who the potential customer’s economic buyer is
        • 曼联夺冠Decision criteria曼联夺冠: Finding out the criteria the potential customer uses when considering a solution
        • 曼联夺冠Decision process曼联夺冠: Understanding the potential customer’s decision process when considering a solution and who’s involved with decision-making
        • 曼联夺冠Paper process曼联夺冠: Understanding which contracts and agreements should be drawn up and be ready to go
        • 曼联夺冠Identify pain曼联夺冠: Acknowledging the potential customer’s pain points and how your product/service could ease them
        • 曼联夺冠Champion曼联夺冠: Finding a champion within the potential customer’s company.

        Secondly, there’s MEDDPICC.

        MEDDPICC extends the previous process — MEDDPIC — by adding an extra step at the end regarding competition. With the competition step, sales reps will actively consider which other products/solutions the potential customer could be interested in. To boot, they’ll also assess if competitor products/solutions have any advantages that could cause the potential customer to go elsewhere.

        MEDDPICC’s flow, then, is this:

        • 曼联夺冠Metrics曼联夺冠: Getting quantifiable data that proves the impact your product/service could have
        • 曼联夺冠Economic buyer曼联夺冠: Discovering who the potential customer’s economic buyer is
        • 曼联夺冠Decision criteria曼联夺冠: Finding out the criteria the potential customer uses when considering a solution
        • 曼联夺冠Decision process曼联夺冠: Understanding the potential customer’s decision process when considering a solution and who’s involved with decision-making
        • 曼联夺冠Paper process曼联夺冠: Understanding which contracts and agreements should be drawn up and be ready to go
        • 曼联夺冠Identify pain曼联夺冠: Acknowledging the potential customer’s pain points and how your product/service could ease them
        • 曼联夺冠Champion曼联夺冠: Finding a champion within the potential customer’s company
        • 曼联夺冠Competition曼联夺冠: Assessing which other competitors the potential customer could opt for, and if competitors have an edge.

        Phew.

        That’s MEDDIC, MEDDPIC, and MEDDPICC covered.

        I’ll be focusing purely on MEDDIC in the rest of this post, though. That’s because it’s a fantastic starting point for those who want to try one of the MEDDIC processes but haven’t done so before. (After all, it’s the OG!)

        And even if you and your sales team want to push qualification harder and follow MEDDPIC or MEDDPICC, a firm knowledge of MEDDIC is needed first.

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        MEDDIC sales process
        (Source)

        At Process Street – which is state-of-the-art business process management software – we want to help our users tackle new processes by offering them checklist templates.

        With these checklist templates, teams can get to grips with essential processes, and then edit them to suit their own, unique needs.

        Below is a ready-made checklist template for the MEDDIC sales process. It’s been created so that, no matter if talks with the potential customer have or have not happened yet, the potential customer will always be qualified properly.

        Just sign up and add it to your organization to get started!

        Click here to get the MEDDIC Sales Process Checklist Template!

        Here’s the flow your team will undergo when following each new checklist.

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        The 曼联夺冠economic buyer曼联夺冠 stage is next, where the member of your sales team will find out who the economic buyer is (either by contacting their main point inside the potential customer company, or by doing independent research). They’ll note down the economic buyer’s name and confirm, via a dropdown, if they can speak to the economic buyer directly. This will dynamically change the next task in the checklist, thanks to conditional logic.

        Now, it’s certainly advantageous if the member of your sales team can speak to the economic buyer and get them involved with any future talks. This is because they’re the person who has the power to say yes or no when buying your product/service. The head honcho, in this instance.

        However, economic buyers usually have a lot on their plates, so it may not be possible to communicate with them directly and within an appropriate timeframe.

        Either way, the checklist will prompt the user to discover the economic buyer’s wants, needs, and vision for the solution. Again, the checklist user will write all this crucial information down before moving onto the 曼联夺冠decision criteria曼联夺冠 section.

        MEDDIC sales process 3

        It’s the 曼联夺冠decision criteria曼联夺冠 part of the MEDDIC sales process where your member of the sales team will find out the potential customer’s solution criteria.

        As the team at REDFworkshop rightly say in their post on key purchasing criteria, there are certain elements the potential customer must consider before committing themselves to one solution.

        These are:

        • 曼联夺冠Price曼联夺冠
        • 曼联夺冠Quality曼联夺冠
        • 曼联夺冠Service曼联夺冠
        • 曼联夺冠Speed曼联夺冠
        • 曼联夺冠Scale曼联夺冠
        • 曼联夺冠And the breadth of offerings.曼联夺冠

        By understanding the potential customer in question’s decision criteria – which will differ on a company-by-company basis – your member of the sales team will know if your product/service meets the potential customer’s criteria. Plus, if it looks like the potential customer should go through the sales pipeline, they’ll be in a solid position to sell your product/service in a way that matches the potential customer’s wishes!

        The two tasks in this section encourage the checklist user to ask the necessary questions – if they don’t already know the potential customer’s decision criteria, that is – and write down relevant information.

        MEDDIC sales process 4

        That’s half of the MEDDIC process done.

        The fourth stage of MEDDIC is 曼联夺冠decision process曼联夺冠. While it may seem similar to decision criteria, they’re not the same.

        曼联夺冠Decision process曼联夺冠 is all about uncovering the internal steps that are involved when a solution meets the company in question’s criteria. Who’s then involved with decision making? How long does the 曼联夺冠decision-making process take? What does that process look like, step-by-step?

        These are the questions the two tasks for this section will prompt the checklist user to ask and then write notes about once they’ve got answers.

        The penultimate part of MEDDIC is 曼联夺冠identify pain曼联夺冠, meaning the specific pain points of the potential customer.

        Pain points can be grouped into four different kinds, as the team at WordStream suggest:

        曼联夺冠Financial pain points曼联夺冠: Your prospects are spending too much money on their current provider/solution/products and want to reduce their spend.

        曼联夺冠Productivity pain points曼联夺冠: Your prospects are wasting too much time using their current provider/solution/products or want to use their time more efficiently.

        曼联夺冠Process pain points曼联夺冠: Your prospects want to improve internal processes, such as assigning leads to sales reps or nurturing lower-priority leads.

        曼联夺冠Support pain points曼联夺冠: Your prospects aren’t receiving the support they need at critical stages of the customer journey or sales process.”Dan Shewan, Pain Points: A Guide to Finding & Solving Your Customers’ Problems

        Considering your member of the sales team may already have the information on the potential customer’s pain points from any previous – and especially MEDDIC-related – conversations, they should have a firm idea of the potential customer’s pain points.

        The first 曼联夺冠identify pain曼联夺冠 task asks the checklist user to write these pains down. Then, in the next task, they’ll be prompted to figure out how your product/service can ease those pain points and make the potential customer’s life a whole lot easier. Just as they’ve done in the previous tasks, they’ll write this info in the given form fields.

        MEDDIC sales process 5

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        Process Street is 曼联夺冠superpowered checklists曼联夺冠.

        If you document workflows, business processes, and important procedures as templates, you and your teammates can launch an infinite number of checklists from those templates. Checklists ensure that processes are always done correctly and human error is severely reduced.

        For a visual introduction, check out the video below.

        With the MEDDIC Sales Process Checklist Template, that’s MEDDIC covered.

        But what about your team’s other integral processes? Your sales training process? Your weekly sales prospecting process? The process for closing a sale?

        Luckily for you, reader, you don’t have to create and 曼联夺冠document business processes like these from scratch, either.

        Below, you’ll find an entire repertoire of scalable sales processes that will bolster your sales team to no end!

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        Click here to get the Weekly Sales Prospecting Checklist Template!

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        Click here to get the Closing the Sales Checklist Template!

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        It’s not only Process Street’s templates that are useful – it’s the content team’s blog posts, too!

        By reading through, you and your sales team will pick up extra tips, tricks, and insight regarding all-things sales, processes, and process management.

        There you have it.

        You’ve learned about MEDDIC, found out how Process Street can help with MEDDIC and your other sales processes, and got access to templates and reading material to help you out.

        Here’s to not only improving how your team goes about sales qualification, but how they go about all their sales-related processes.

        Have you used MEDDIC, MEDDPIC, or MEDDPICC before? If so, I’d love to hear your thoughts on how you found them and if you’re still using them to this day. Add your comments below! ?

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        Thom is a junior content writer at Process Street. He has previously worked in copywriting and content creation for multiple start-ups and SMBs. He’s interested in technology, culture, homebrewing, and hiking up the hills and mountains near his home in Edinburgh, Scotland.


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