What is MEDDPICC and How Did It Start?

Definition and Origin of MEDDPICC

Definition: MEDDPICC is a comprehensive sales qualification framework designed to enhance the effectiveness of sales teams by providing a structured approach to understanding and navigating complex B2B sales processes. The acronym MEDDPICC represents Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. Each component plays a crucial role in guiding sales professionals through the intricacies of the sales cycle, from prospecting to closing deals.

Origin: The MEDDPICC framework is credited to Jack Napoli, a seasoned sales executive with a wealth of experience in the technology industry. Napoli developed this framework during his tenure at a leading enterprise software company, primarily as a response to the challenges presented by complex and lengthy sales cycles. As businesses engaged in more intricate B2B transactions, there arose a need for a systematic and holistic approach to sales that could address the nuanced aspects of decision-making within client organizations.

The framework gained prominence as Napoli shared his insights and success stories, illustrating how the MEDDPICC methodology significantly contributed to achieving sales excellence. Over time, the framework has been adopted by numerous sales organizations across various industries due to its adaptability and effectiveness in navigating the complexities of enterprise-level sales.

MEDDPICC has become a foundational framework for sales teams seeking a strategic and organized approach to deal management. Its widespread adoption is a testament to its practicality and ability to empower sales professionals to understand, influence, and ultimately succeed in high-stakes B2B sales environments.

Do you have a Coach or a Champion on your Deal

A coach and a champion are two different roles in a sales organization.

A coach is someone who provides guidance and support to individual sales reps, helping them to develop their skills and improve their performance. Coaches may be managers, trainers, or experienced reps who have a good understanding of the sales process and can provide valuable feedback and advice to their colleagues. A coach helps identify areas for improvement, provides training and resources, and helps reps to develop strategies to overcome specific challenges. The ultimate goal of coaching is to improve individual performance and contribute to team success.

A champion, on the other hand, is someone within the customer’s organization who advocates for the purchase of your product or service. This person is usually a decision-maker or someone who has significant influence in the buying process. The champion is responsible for promoting the value of your solution to other stakeholders within the organization, ensuring that all relevant parties are on board and supportive of the purchase decision. The ultimate goal of a champion is to facilitate a successful sale by helping the sales rep navigate the buying process, ensuring that the buyer’s needs are met, and that the buying process stays on track.

In summary, while coaches and champions both play important roles in the sales process, they serve different functions. Coaches help to guide and develop sales reps, while champions help to facilitate the buying process and promote the value of your solution within the customer’s organization. Both roles are important for driving sales success and should be leveraged effectively to achieve your sales goals.

Time Management Tips for Sales

Effective time management is crucial for salespeople to maximize productivity and achieve their goals. Here are some tips that can help salespeople improve their time management skills:

Eliminate nonessential tasks: Administrative tasks can quickly consume a significant portion of a salesperson’s time. Identify tasks that can be eliminated, automated, or outsourced to free up more time for high-gain selling activities[1].

Prioritize and plan: Set clear goals and prioritize tasks based on their importance and urgency. Create a daily or weekly plan to stay organized and focused on the most important activities[2].

Log your habits: Keep a log of your daily activities and track how you spend your time. This will help you identify time-wasting activities and areas where you can make improvements[3].

Automate routine tasks: Look for opportunities to automate routine tasks such as data entry, follow-up emails, or appointment scheduling. This will save time and allow you to focus on more value-added activities[2].

Utilize technology: Take advantage of productivity tools such as calendar apps, CRM systems, and sales automation software to streamline your workflow and stay organized[4].

Set boundaries: Establish boundaries with your time by blocking off dedicated periods for prospecting, client meetings, and administrative tasks. Avoid multitasking and set aside focused blocks of time for important activities[5].

Delegate and collaborate: Identify tasks that can be delegated to other team members or seek assistance when needed. Collaboration with colleagues can help lighten your workload and improve efficiency[1].

Practice effective communication: Efficient communication is key to managing your time effectively. Clearly communicate expectations, set realistic deadlines, and use tools like templates or email shortcuts to streamline your communication process[2].

By implementing these time management strategies, salespeople can optimize their productivity, focus on high-value tasks, and achieve better results.

7 Time Management Tips for Salespeople | The Brooks Group

13 Time Management Hacks for Sales Reps – HubSpot Blog

12 Tips To Help You Improve Your Sales Time Management

Effective Time Management Techniques for Sales Experts | Clockwise

10 Effective Time Management Strategies for Sales Reps – Salesflare Blog

B2B Close Tips

Closing B2B sales can be challenging, but with the right approach, you can increase your chances of success. Here are some tips to help you close business-to-business sales effectively:

  • Build strong relationships: Establish a rapport with your prospects by developing a solid relationship based on trust and mutual understanding. Building personal connections can go a long way in closing a deal.
  • Understand their needs: Take the time to understand your prospect’s pain points and needs. Ask probing questions, listen attentively, and address their concerns. Tailor your pitch and solutions to align with their specific requirements.
  • Highlight the value proposition: Clearly communicate the value and benefits of your product or service. Show how it can address your prospect’s pain points and provide a return on their investment. Highlight any unique features or advantages that distinguish you from your competitors.
  • Provide social proof: Share success stories, case studies, and testimonials from happy customers. Use evidence to demonstrate how your product or service has helped other businesses achieve their goals. This can help build trust and credibility.
  • Offer a customized solution: Present your prospect with a tailored solution that meets their unique needs. Demonstrate that you have taken the time to understand their challenges and have crafted a solution specifically for them.
  • Address objections head-on: Anticipate potential objections and be prepared to address them. Understand the reasons behind objections and provide suitable responses that alleviate concerns and build confidence.
  • Create a sense of urgency: Encourage the prospect to take action by creating a sense of urgency. This can be done through limited-time offers, exclusive deals, or communicating the potential benefits of early adoption.
  • Follow up regularly: Don’t neglect the importance of consistent follow-up. Be persistent but respectful in your follow-up efforts. It often takes several touchpoints to secure a B2B sale, so stay proactive and consistent in your communication.
  • Negotiate effectively: Be prepared to negotiate and find common ground that benefits both parties. Understand your prospect’s priorities and explore win-win scenarios that satisfy their needs while still maintaining your own objectives.
  • Ask for the sale: When the time is right, confidently ask for the sale. Clearly communicate the next steps, address any remaining concerns, and guide the prospect towards making a decision.

Remember, successful B2B sales require patience, persistence, and a focus on building strong relationships. Implement these tips and adapt them to your specific industry and target audience for the best results. Good luck closing those deals!

Sales Basics

Before I start any new sale, there a few basic items that I always have:
1) a repeatable sales process
2) have a playbook
3) contingency plans

Every top sales organization leverages a sales process (but that is roughly only 10% of sales organizations out there). There are many training organizations out there that help organizations to implement their sales process. Even sales force automation tools enable default or customer sales processes to be implemented to enable consistent use of sales processes. Personally I do find these very valuable as a sales rep and as a sales manager. In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins and make more sales through referrals”. Put differently: it provides your sales people with a map and a GPS for winning each deal. A sales process consistently guides salespeople toward the right activity throughout each and every opportunity. Studies have shown that sales executives who follow a sales process have a 48% higher win rate that those who do not. However, a sales process is not the same as a sales playbook.

Playbooks are not terribly different for a sales executive than that for a head football coach. A sales book combines content and tools to a sales process. The sales process dictates when we should engage in a workshop, which is a tool in the playbook. Together, these greatly improve a sales executives odds of winning.Playbooks provide this critical information. They also provide relevant content (for example, white papers or case studies) and tools (such as email templates, important questions or other software tools). Simply put, playbooks give sales people everything they need to follow your best practice sales process at every step of every opportunity.

Contingency planning allows the sales executive to be prepared for most scenarios, at each step of the sales process. Lets say your client has agreed to go to contracts after you demonstrate the solution. During the demo, the client gets cold feet and decides to deviate from this agreed upon path and asks for one more reference. Are you prepared for this scenario? Do you have a response ready or a reference prepared?

One theme you will notice to successful selling here in this blog is preparedness. Successful sales executives over prepare. This is one consistent trait I have found in the top sales people I have interacted with in my time.

For more resources, check out:
The Challenger Sale: Taking Control of the Customer Conversation

Design Thinking: Integrating Innovation, Customer Experience, and Brand Value

Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology

Chief Customer Officer 2.0: How to Build Your Customer-Driven Growth Engine

Secrets of a Master Closer: A Simpler, Easier, And Faster Way To Sell Anything To Anyone, Anytime, Anywhere

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

Level 5 Sales and Account Management Qualification (Award, Certificate or Diploma): Increasing Your Sales and Repeat Business

The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits<img style="border: none !important; margin:

As Technology Changes, One Thing Stays The Same

We are in a new age of technology breakthroughs, one where artificial intelligence or cognitive solutions are upon us and getting a lot of hype.  One thing I have found over the last year while being involved in these cutting edge technologies, the most important thing during the sale is the business value.  This has not changed in dozens of years.  If there is no business value, why would the organization make an investment in the first place?

The fact that technologies are advancing and becoming more capable of providing greater insight, analyse more data, analyse new data (like unstructured) and “learn”; this just improves the business case.  Now, these greater capabilities enable new visions.  This is where the opportunity for selling value comes in.  A truly talented sales person asks “what if” and sets the vision.  The truly talented sales person helps the client create their ideal world.

It is this vision setting step that is being forgotten today by some. Too many sellers I come across are selling technology or products.  They see everything as a nail for their hammer.  The truly gifted seller helps to create vision empowered by their technology or products.

The issue is not only with sales people.  Clients have forgotten to ask the question “what if”.   they have grown accustomed to accept the status quo.  It is our responsibility now with the new technologies that are available, to remind clients we can take fresh eyes and viewpoints on existing business processes or lines of business.  It is with this new fresh view and prior barriers removed, that we unlock true value.

Over the last 20 plus years I have been involved with a variety of advanced analytics.  But today I am truly excited for the creative solutions we can help clients develop through the latest advancements, including cognitive!

Check out some of my recommended resources: