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Writer's pictureDerek Wilson

MEDDIC in Practice

Zach Otto, MEDDICCC and Gong


You've joined to us here every Monday to learn of the value and power implementing a MEDDIC qualification and deal progression framework. But, some of you have noted that we've not shared enough real-world application of MEDDIC in practice. WE ARE LISTENING! Here is our first installment of MEDDIC in Practice. We hope to bring you more stories of organizational and personal revenue leveraging MEDDIC. Enjoy.

 

Sometime ago I heard a story about how Gong’s CI technology is supercharging MEDDIC. I had to check this out. So, a few weeks ago I had a chance to talk to Zach Otto, a sales executive with Gong. In the dynamic world of sales, Zach’s journey to Gong stands out as a testament to perseverance, adaptability, and the power of modern tools. From familial inspirations to mastering the art of sales, Zach's journey is both captivating and instructive. Zach also delves into his experience with Gong’s recent adoption of MEDDICCC (with two additional Cs) and the ensuing success. And last, we discuss how Gong powers their own MEDDICCC implementation.


Zach’s Journey

Zach's initial spark for sales was ignited by his grandfather. A charismatic figure with a knack for building relationships, his grandfather's legacy in sales became the guiding star for Zach's own aspirations. Seeking formal education, Zach enrolled in the University of South Florida's sales program. Here, he not only acquired theoretical knowledge but also recognized the importance of practical training in the field.


The real world, however, presented its own set of challenges. Selling insurance to municipalities was a tough grind, with deals often hinging on price and relationships rather than value. It was a stark contrast to his academic learnings. A turning point came when Zach ventured into the software industry, joining MindTickle. The shift from traditional sales to the tech-driven world was both exhilarating and enlightening. At Gong, Zach truly found his stride. Embracing the company's innovative tools and methodologies, he since soared to impressive heights, currently achieving 140% going into Q4.


MEDDICCC at Gong

Earlier this year, Gong’s sales leader introduced the MEDDICCC framework to their sales approach, adding in two more Cs for Competition and Compelling Event. Gong is bringing MEDDICCC into every deal and forecast review. Though it's been just over a month since its introduction, the framework has already made a significant impact.


Two key areas where immediate results were evident are:

  • Metric - Providing a clear metric-driven approach to sales, enabling better targeting and strategy.

  • Compelling Event – Leveraging, and sometimes creating, compelling events became a game-changer, driving sales momentum.

Zach speaks of the immediate impact MEDDICCC is having in conducting his own discovery and progressing his deals. Can’t wait to see his year-end attainment. Rock it, Zach!!


MEDDICCC on Gong

Not only has Gong implement MEDDICCC in its sales org, but the Gong platform is enhancing the MEDDICCC success. By automatically capturing, dictating, and classifying expressed MEDDICCC, Zach and his colleagues are more engaged in customer calls. They can apply 100% of their brain to actively listening and unpacking the conversation further. And once the call is finished, Gong is providing all the data, reporting, and call summarizing needed to make Zach and his colleagues more effective and efficient.


Gong's Conversational Intelligence (CI) tool is a marvel in the sales tech space. It's not just about tracking conversations; it's about understanding them. Using just the conversations accumulated over the past six months, Gong’s AI-driven CI identifies and categorizes information from the conversation, drawing clear distinctions based on context. A simple review and applied corrections reinforce the learning model. From that point onward, Gong identifies information related to each aspect of MEDDICCC, whether it's directly solicited or indirectly offered.


Zach's journey from being inspired by his grandfather to achieving success at Gong is a story of determination, continuous learning, and leveraging the right tools. Gong's adoption of the MEDDICCC framework, combined with its own platform and CI technology, showcases the future of sales.


Let’s face it. Without implementing a framework like MEDDICCC or employing productivity tech, your sales team's effectiveness and competitiveness may be short-lived.

 

MEDDIC offers a structured approach to identifying and addressing technical and business pain points. Understanding the difference and connecting these pains empowers presales professionals to offer compelling solutions and drive successful sales engagements.

🎬 Take Action

  • Take stock of what is holding you back from adopting a MEDDIC qualification framework

  • Identify the gaps in your deal success. What's missing? Metric? Compelling Event?

  • Could CI help your sales org capture key customer communication?



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