MEDDPICC sales training
Welcome to MEDDPICC Sales Training, an in-depth course that helps you effectively qualify deals and navigate complex decision-making processes. In order to choose the sales methodology that best suits your sales strategy, it is important to understand the differences between MEDDPICC and MEDDICC .
What is the difference between MEDDPICC and MEDDICC?
Both models aim to improve the sales process by helping sales teams qualify opportunities, understand customer needs, and drive deals to closure. The big difference lies in the addition of the “ P ” in MEDDPICC, which helps you figure out what formal agreements need to be in place for the customer to buy (paper process).
MEDDICC – The foundation for a structured sales process
MEDDICC stands for:
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Metrics – What measurable results is the customer looking for?
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Economic Buyer – Who has the final decision and budget responsibility?
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Decision Criteria – What criteria guide the customer's decision?
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Decision Process – What does the customer's decision process look like?
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Identify Pain – What pain points drive customer needs?
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Champion – Who is your internal advocate with the customer?
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Competition – What competitors are there and how can you win against them?
MEDDICC helps you run a structured sales process by focusing on these key factors.
Read more about MEDDICC Sales Training here
MEDDPICC – A more comprehensive method
MEDDPICC builds on MEDDICC and includes an additional component:
Paper Process – What administrative steps and approval processes are required to complete the deal?
This additional factor makes MEDDPICC ideal for complex B2B deals where legal and administrative processes can be crucial to ensuring the deal closes.
Which model suits you best?
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Choose MEDDICC if you focus on rapid qualification and want to get a clear picture of the customer's needs and decision-making process.
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Choose MEDDPICC if you handle complex business with long administrative and legal processes.