The original MEDDIC framework was developed in the 1990s at PTC (Parametric Technology Corp) by Dick Dunkel and Jack Napoli. For many years MEDDIC has been considered an industry standard 'open' framework used by sales teams at companies like Salesforce, Oracle, and Google.

MEDDIC is an acronym that represents a set of criteria used in sales qualification. The steps in MEDDIC sales are as follows:

1. Metrics: Understand the key performance indicators (KPIs) or metrics that matter most to the prospect and align them with your solution.
2. Economic Buyer: Identify and engage with the person who has the ultimate authority to make purchasing decisions.
3. Decision Criteria: Clearly define and comprehend the criteria that the prospect will use to make a decision. This involves understanding their specific needs and challenges.
4. Decision Process: Gain insight into the steps and timeline of the prospect's decision-making process. Understand the stages they go through, from considering a solution to making a purchase.
5. Identify Pain: Uncover the prospect's pain points and challenges. This involves understanding the problems they are trying to solve or the opportunities they seek.
6. Champion: Identify and build a relationship with an internal champion within the prospect's organization who supports your solution.

These steps in MEDDIC are designed to provide a comprehensive understanding of the prospect's situation, needs, and decision-making process, ultimately increasing the effectiveness of the sales effort.

For more information on the MEDDIC sales framework, you can explore our article here.

SOCO's Lead Qualification & Deal Management sales training is important for your team because it provides a structured and systematic approach to qualifying and closing deals.

By following our modernized take on the MEDDIC methodology, your team will be able to thoroughly understand the needs and pain points of potential customers, identify the key decision-makers, and effectively navigate the decision-making process.

This training can help your team improve their sales effectiveness, increase conversion rates, and ultimately drive revenue growth for your business.

Our training is suitable for companies and industries that are dealing with high-stakes, complex B2B sales cycles where multiple stakeholders are involved.

Whether you’re in SaaS, Telecom, Logistics, or Manufacturing, if your team needs to navigate deep decision-making hierarchies and long closing processes, this training is for you.

We’ve taken the core principles used by the world’s most successful sales organizations and updated them to work for your specific deal sizes and market realities.

Yes, hiring a sales trainer can be a valuable investment for your sales team.

An external sales trainer brings several advantages:

• Diverse Experience: External trainers have experience training different companies and industries, allowing them to share best practices and insights from various sources.
• Continuous Learning: External trainers are constantly updating their knowledge and techniques, ensuring that they bring fresh and up-to-date strategies to your team.
• Objective Perspective: External trainers offer an objective view of your team's strengths and weaknesses, providing unbiased feedback and tailored training solutions.

As compared to an internal trainer, these are some of the insights that they may not have. By hiring an external sales trainer, you can leverage their expertise to help your sales team perform at their best and stay competitive in the market.

SOCO's Lead Qualification & Deal Management training can be delivered live in-person, live-virtually, via e-learning or a combination of methods referred to as 'blended learning'.

Training sessions can vary in length to accommodate different needs. They can be delivered as short 90-minute sessions delivered via web conferencing software or can span 1-3 days in person.

This flexibility allows us to cater to your preferences and scheduling constraints, ensuring everyone can receive the training they need no matter how busy they are. 

MEDDPICC and MEDDIC are both sales qualification frameworks, but they have slight differences in their approach.

MEDDIC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. It focuses on understanding the buyer's pain points, their decision-making process, and identifying a champion within the organization.

On the other hand, MEDDPICC includes Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition.

The addition of the Paper Process in MEDDPICC emphasizes understanding the steps and paperwork involved in the buyer's decision-making process. It also includes analyzing the competition faced by the salesperson.

While both frameworks share common elements, MEDDPICC adds a focus on the paper process and competition analysis.

MEDDIC, MEDDICC, and MEDDPICC are registered trademarks of their respective owners.

Measuring the ROI of sales training involves tracking key performance indicators (KPIs) before and after the training to assess the impact on your business. Examples of some of the KPIs tracked include increased sales revenue, higher closing rates, improved customer satisfaction, and shorter sales cycles.

We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations including the United States, Canada, Australia, Europe, and all APAC countries.

Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives. Our global reach ensures that businesses in different countries can benefit from our expertise in optimizing B2B sales teams.