🚀 Celebrating Quick Channel’s MEDDPICC Milestone!

Jens P Edgren
May 23
5 min read

This month, we’re thrilled to shine a spotlight on Quick Channel, one of our most dedicated customers. Over the past nine months, their outstanding team committed to mastering the MEDDPICC methodology, seamlessly integrating it into HubSpot, and applying it day in and day out. Their results speak for themselves:

Higher Viewer Engagement
By focusing on true buyer motives—beyond just cost savings—Quick Channel’s sales reps landed a major government deal in Norway. They discovered that success means smarter workflows, easier-to-use tools, and broader audience reach—outcomes that go far beyond a simple ROI calculation.

Seamless Go-Live Plans
From the very first conversation, the team mapped out not only how to close deals but also how to execute delivery post-sale. This “Go-Live Plan” kept everyone aligned during challenging trial periods, ensuring paperwork, training, and rollout stayed on track.

“Book the Next Meeting” Discipline
One team member remarked, “Before MEDDPICC, I never realized how powerful it is to schedule the next discussion before leaving the room.” By embedding this habit, even without formal training, their hit rates climbed significantly.

Congratulations to the entire Quick Channel squad for embracing MEDDPICC principles—and for reminding us that success often lives in the intangibles: confidence, momentum, and the excitement of knowing you’ll hit your next deadline.

Inside This Issue

MEDDPICC Spotlight: Quick Channel’s Story
A closer look at their journey, best practices, and lessons learned.
Pro Tip: Defining “Success” with Your Buyers
How to surface the right success metrics, even when they’re not dollar-based.
Upcoming Learning Opportunities
• The New MEDDICC: Sell More, Faster (Available in print & audio)
• Live Q2 Workshop: “Mapping Your Go-Live Plan” (June 15)
Ask the MEDDPICC Experts
Book a free 30-minute strategy session to discuss your toughest deals.

1. MEDDPICC Spotlight: Quick Channel’s Journey

Over the last nine months, Quick Channel’s sales team embarked on a comprehensive MEDDPICC implementation:

Learning the Framework
– Weekly role-plays to practice
MEDDPICC qualifications
– Dedicated “shadow sessions” with seasoned reps to spot MEDDPICC cues in real time
CRM Integration
– Custom fields and workflows in HubSpot to track MEDDPICC stages (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Paper process Champion, Competition)
– Automated reminders prompting reps to revisit stalled deals with “Go-Live Plan” checkpoints
Go-Live Planning
– From Day 1, every deal roadmap included post-close milestones: kickoff call, trial evaluation, training sessions, and success metrics sign-off
– This forward thinking kept internal stakeholders aligned and kept customers excited about what “going live” really meant

Results to Date:

Increase in average deal size (driven by uncovering non-financial success metrics)
Shorter sales cycle (thanks to a clear, shared Go-Live timeline)
And higher close rate on mid-market opportunities

Quick Quote:

“Defining success meant asking, ‘What does a flawless Monday morning look like for you?’ Once we understood that, clients were eager to invest more in solutions that gave their teams confidence and control.”

2. Pro Tip: Defining “Success” with Your Buyers

One of the toughest parts of MEDPICC isn’t filling out spreadsheets—it’s truly understanding what “success” means for each buyer. Many sellers automatically zero in on ROI, TCO, or cost avoidance. While those are important, Quick Channel taught us a powerful lesson: success can also be decidedly non-financial.

Questions to Uncover Non-Financial Success:

“How will your workflows change if this solution is fully adopted?”
• Are you freeing up team members to create more high-impact content?
“What does a perfect day look like for your video production team?”
• Can they produce, edit, and distribute a video twice as fast?
“How will your end-viewers’ behaviors shift once you can broadcast to multiple channels seamlessly?”
Are they able to engage stakeholders more effectively, saving time in decision making?

By exploring these types of questions, you’ll often find buyers willing to expand their budgets—because they recognize that smarter ways of working and improved audience engagement deliver value that’s hard to quantify but impossible to ignore.

3. Upcoming Learning Opportunities

The New MEDDPICC: Sell More, Faster

My latest book deep-dives into every aspect of the MEDDPICC framework—new exercises, fresh, and updated scripts for today’s market.

Formats: Hardcover, eBook, Audiobook (Audible, Amazon, Apple Books, Google Books, etc.)
Why Read It?
• Advanced questioning techniques to uncover hidden pain points
• Real-world examples showing how non-financial metrics move deals forward
• Detailed playbooks for crafting a winning Go-Live Plan

Live Q2 Workshop: “Mapping Your Go-Live Plan”

Date: June 16, 2025

Time: 10:00 – 12:00 CEST

Location: Virtual (Zoom link sent upon registration)

What You’ll Learn:

How to co-create a Go-Live Plan with your buyer from the discovery call
Tactics for aligning internal teams (sales, professional services, support) around post-sale deliverables
Best practices for keeping momentum during proof-of-concept or trial phases

Register Now: Click here to save your spot

4. Ask the MEDIC Experts

Need fresh ideas for your toughest deals or want to fast-track your team’s MEDDPICC adoption?

Book a Free 30-Minute Strategy Call

No cost, no obligation—just 30 minutes of focused, strategic conversation. We’ll review:

Your current MEDDPICC implementation status
Specific roadblocks in ongoing opportunities
Next-level tactics to drive bigger, faster closes

Schedule Your Call: Book your complimentary session

What’s Your Next “Wildly Ambitious” Step?

Even if you’ve read every sales book and sat through countless trainings, real growth comes when you dare to set a goal that feels just beyond reach. Here are a few ideas to spark your own “crazy, unachievable” leap:

Double Your Average Deal Size
Can you identify three non-financial metrics that justify a 50% upsell?
Cut Your Sales Cycle in Half
Design a radically accelerated Go-Live Plan that eliminates unnecessary handoffs.
Build a New “Champion Academy”
Develop a program to train two client champions per quarter in each strategic account—so they sell on your behalf internally.

No matter where you are in your journey, remember: growth happens when you push past what seems possible today. If you’re ready to explore your next frontier, our team is here to help.