Sales

MEDDPICC Deal Qualification

Score a B2B deal on the eight MEDDPICC elements, see the weakest links and decide what to do this week.

How to use this worksheet
  1. Name the deal and rate each of the eight elements from 1 (unknown) to 5 (confirmed with evidence).
  2. Be strict: a belief is a 2, something the customer told you is a 3, something confirmed in writing or by a second person is a 5.
  3. Look at the lowest scores. Those are the questions to ask in the next meeting, not more demos.
  4. Write the evidence and the gaps, then agree three next steps with a date.
0 of 3 sections filled
More

Rate each element

1 means unknown, 5 means confirmed with evidence.

Metrics: we know the measurable outcome the customer wants and have agreed what it is worth.
Economic buyer: we have met the person who controls the budget and they support the purchase.
Decision criteria: we know how the customer will compare options and how we score.
Decision process: we know every step, owner and date from now to signature.
Paper process: we know the legal, security and procurement steps and have started them.
Identified pain: the pain is quantified, has an owner and a deadline.
Champion: a person with influence sells for us and tells us what we cannot see.
Competition: we know the alternatives, including doing nothing, and have a position.
Prompts

Ask yourself

  • Would you bet your own commission on this score?
  • Which element do you avoid asking about because the answer might hurt?

What proves the high scores and what is missing for the low ones?

Prompts and example

Ask yourself

  • Which statements are things the customer said, and which are your assumptions?

Example

Metrics confirmed by the CFO (EUR 400k a year). Economic buyer is the COO: met once, not yet convinced. Legal and security not started.

Three actions with owner and date. Aim them at the lowest scores.

Prompts and example

Example

1. Ask the champion for a meeting with the COO (me, Tue). 2. Send the security pack to IT (me, Wed). 3. Map who else sits in the decision (champion, Fri).

Deal score

Before you finish

About MEDDPICC

MEDDIC came out of PTC's sales organisation in the 1990s as a way to qualify complex deals. MEDDPICC adds Paper process and Competition. It is a qualification framework: it tells you whether to keep investing in a deal, not how to run the conversation.

Use it as a forecasting discipline. A deal whose economic buyer, paper process or champion is a gap is not a commit, however good the demo was.

Recommended reading

Werbung / Ad: Affiliate links. As an Amazon Associate I earn from qualifying purchases at no extra cost to you.