MEDDIC Sales process Ankit Brahmbhatt MEDDIC M Metric

MEDDIC Sales process -Ankit Brahmbhatt

MEDDIC • • • M = Metric E = Economy Buyer D = Decision Criteria D = Decision Process I = Identified Pain C = Champion

Metric • Metric means being able to have both relevant success of a similar nature from completed existing client projects that match the campaign in question, and knowing what benefits we’ll bring to the prospect’s specific table, all presented - and this is the crucial point – in hard-hitting, stark, financial terms. • It also applied on what drivers will be contributing in potential revenue generation, productivity & quality. • Deciding go to market strategy

Economic Buyer • Economic buyer indicates who will sign the contract • It also stands as who owns the budget & authorized of final say, how money will be spent.

Decision criteria • It indicates Technical and commercial criteria. • Prospect’s priority and our position versus competition?

Decision Process • steps will be followed to select a solution • The Sequence of Events

Identify Pain • What “Pains” will be eliminated with the solution? • What is the individual or group objective? Are their serious consequences if not achieved?

Champion • Who is the Individual who has a personal win associated with the success of FAST? • Champion provides easy access to MEDDI.

MEDDIC Cycle Metric Identify Pain Economic Buyer Champion Decision Process Decision Criteria

Thank you Prepared by - Ankit Brahmbhatt