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Writer's pictureMichael Heiser

MEDDIC for Technical Presales

Updated: Oct 26, 2023



In my role as a technical presales leader, I've gained extensive experience in various aspects of how presales engineers and architects can play a pivotal role in the sales process. This encompasses everything from the initial prospect introduction all the way through to the successful close. I've also witnessed this journey from both contributor and leadership perspectives, providing me a holistic understanding of how the MEDDIC principles can effectively be applied in technical presales to deliver substantial value to our customers.


Regardless the title, engineer or architect, the main objective of technical presales is to obtain the technical win. You guide the customer through an evaluation of your solution, proving the robustness and viability. You support and strengthen the value proposition while providing a clear understanding of how the customer will extract that value.


Technical presales play additional supporting roles along the sales cycle. We’re the main technical consultant and SME to the sales executive and customer. We act as that technical bridge between the business objectives and the technical requirements. We own the technical relationship with the customer and likely carry that relationship into the post sale and further adoption.


Over the next month of October we are going to dive into the MEDDIC from a technical presales view.

We’ll break down each element and discuss….

  • Why MEDDIC is important to the presales objective

  • The unique role presales can play in discover and requirements gathering

  • The difference between the business aspects typically expressed versus the technical considerations and why both are important

  • Where the pitfalls may be and how to anchor your sales cycle to avoid them

More important, we’ll tell you about the ways MEDDIC will ...

  • Improve the effectiveness of your evaluations and RFP responses

  • Ensure timely sales cycle execution and close

  • improve your customer’s pre and post sales experience

  • Build a stronger value proposition

  • Create commercial inevitability

Even if you are not a technical presales professional, you likely rely on their technical support. This series will equip you with ways your technical presales partner can improve your sales cycle success.


Come join us here, every Monday, for our multi-post series arming technical presales with the power of MEDDIC.

🎬 Take Action

  • ​Not technical presales? invite your presales partner to follow this series.



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