How to reinforce the MEDDICC sales qualification process

By Elay Cohen
Download deal scoring guide
Download deal scoring guide

We’re huge fans of the MEDDICC sales methodology. It’s a simple, common sense, strategic sales process that helps sellers elevate their approach to engaging buyers and closing sales. That’s why we created turnkey, on-demand MEDDICC sales training and reinforcement right inside of SalesHood. Sales organizations that adopt and leverage the MEDDICC framework are able to qualify deals more accurately, identify key stakeholders and decision-makers, improve sales forecast accuracy, accelerate sales cycles, and improve win rates. To learn more read our How MEDDICC Drives Urgency in B2B Sales blog post. As with all sales training, to get the most out of MEDDICC, you’ll want to reinforce the concepts periodically and also provide training for new hires when they are onboarded to ensure the entire team is leveraging MEDDICC in every sales deal. That’s why it’s important to have a strategic plan for reinforcing MEDDICC – and to make sure it’s the right kind of reinforcement, with coaching, team huddles, and best-practice storytelling. Here are some thoughts to help with a MEDDICC rollout and plan for success with short bite-sized coaching huddles and MEDDICC story best practices:

  1. Create team coaching huddles for each MEDDICC letter
  2. Create a monthly best practice story to be recorded for each MEDDICC letter (60 to 90 seconds each). Be proactive and nominate deals for each MEDDICC story to record.
  3. Create customer win stories for mapping letter to the rep win story framework

If the MEDDICC sales methodology is still in play for you as a strategic initiative, below are some suggestions and MEDDICC questions for best practices and tips to follow.

What does MEDDICC stand for?

M – Metrics

Sales Coaching Huddle: Help teams understand teams how to uncover metrics and use them in a sales cycle. Make sure to Include sales tools. Best Practice MEDDICC Story: Have sales reps record a story answering the question, “What’s the economic impact of your solution for one of their larger deals?”.

E – Economic Buyer

Sales Coaching Huddle: Review strategies to working with economic buyers and strategies to engage and build rapport. Download our MEDDICC Coaching Guide for Managers for more coaching tactics to use with your team. Best Practice MEDDICC Story: Have your teams record a story about a deal answering the question, “Who is the economic buyer and what’s the strategy to engage and build rapport?”. D – Decision Criteria Sales Coaching Huddle: Coach teams to be better at mapping out the decision criteria on deals. Remind teams to do this early and often in all sales pursuits. Best Practice MEDDICC Story: Have sellers record a short story for one of their deals regarding who the economic buyer is and what the strategy is to engage? Ask “What have you done to build rapport with your economic buyer?”.

D – Decision Process

Sales Coaching Huddle: Be better at uncovering the decision process in deals. Be able to explain how a deal gets across the finish line. Best Practice MEDDICC Story: Have sellers record a MEDDICC story answering the question, “Where are we in the timeline of one of their biggest deal’s decision process?”. Explain how the deal gets across the finish line.

P – Paper Process

Sales Coaching Huddle: Understand if the paper process belongs to you or the client and who will be involved Best Practice MEDDICC Story: Work with customers to meet them where they are and try not to overwhelm them. Instead of pushing them into a traditional funnel try a smaller sales at first with large upsells along the way–small hills instead of mountains.

I – Identify Pain

Sales Coaching Huddle: Coach and enable teams to be better at identifying pain, compelling events, and supporting key performance indicators. Include sample questions to ask by persona. Best Practice MEDDICC Story: Record a story answering the question what is the identified pain and supporting KPIs for an active deal. Please include the compelling event in the story.

C – Champion

Sales Coaching Huddle: Have your team share best practices and reinforce how to best engage and partner with MEDDICC champions. Best Practice MEDDICC Story: Record a story answering the question “Who is the champion on an active deal and what’s the strategy to sell with your champion?”.

C- Competition

Sales Coaching Huddle: Have your sales team map the landscape to ensure they understand the competitive advantages and disadvantages of getting or not getting the deal. Best Practice MEDDICC Story: Ask directed questions such as what other companies are in the proposal process, are there things they wish you did differently, why you may not win, and where you rank among the competitors in the final decision. There are many benefits to reinforcing the MEDDICC sales process this way:

  1. Create a library of rich content and best practices. Your new hires love the SalesHood Library of pitches and deal wins. The data proves it.
  2. Improve sales execution without taking folks out of the field.
  3. Scale coaching and help your sales managers be better managers and coaches.

Need help training and reinforcing your sales team on the MEDDICC sales methodology? Schedule a meeting to learn how MEDDICC by SalesHood can help you achieve results quickly, easily, and effectively. Together we’ll build plan to get your sellers consistently closing more deals. Check out these additional resources:

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