MEDDIC for Presales - The Final Thoughts
By now, everyone should understand why MEDDIC must matter to presales. There is FAR more to MEDDIC than a qualification framework. There is a mindset, and there are responsibilities. Lean into your sales cycle. You must be a proactive participant in both the qualification and overall sales cycle. Let’s summarize the ways presales can demonstrate that added responsibility in collecting, testing and affirming strong MEDDIC.
Deal Partner
You have a stake in the success of your sales exec and the customer. Show that you do.
Keep the deal anchored. Keep your customer, sales exec, and deal focused on solid Metrics and Identified Pain.
Contribute your unique strengths. Leverage your analytic abilities, attention to detail, and listening skills to map out the Decision Process.
Be objective. Testing, strengthen and affirm your deal’s MEDDIC, especially the Decision Criteria. Be critical to make the value position robust.
Make the tough decision. Qualify out if the value and MEDDIC don’t stack-up.
Expert Consultant
You are the technical expert. You know what your solution does and how it delivers best. You sales exec and customer are looking to you for your best advice and recommendation. They are also looking to you to help find clarity where there is none. Assert yourself as that expert consultant.
Build & support your Champion. Ensure they receive the training and solution understanding to be your agent to their internal stakeholders. Network your Champion to current customers and peers.
Connect the dots. Unpack and articulate those strong connections between the capabilities of your solution and the customer’s objectives. Make sure Decision Criteria tie to Metric and Identified Pain.
Advise & influence evaluation. You have the record of prior customer success to use. Formulate and recommend the best evaluation plan for the customer. Influence Decision Criteria to the strengths and differentiation of your solution.
Optimize evaluation. Maximize the value while minimizing the effort required from you and your customer. Ensure that priority and attention is given to those items that provide the greatest value.
When presales recognizes the added responsibility MEDDIC calls for and plays these roles, you are rewarded with improved sales outcomes. Deals are run more effectively and efficiently. All involved will have greater expectation and engagement levels. Deals will come in more timely. This all goes a long way to establishing a health partnership with your sales executive. Most important, the customer has a better sales experience. You are increasing the value to your customer beyond just the feature and function of your solution. Winning and losing doesn’t have to be in the hands of others. Presellers and their efforts impact sales and customer outcomes. How much they influence and contribute is on you.
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.
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