MEDDIC Sales Template
Qualify prospects with precision using our collaborative MEDDIC sales template and close enterprise deals faster. Our MEDDIC sales template will ultimately equip your sales team with everything they need to know to identify qualified prospects earlier in the sales cycle with an easy-to-follow six step framework.
About this template
What is the MEDDIC Sales Methodology?
First developed by Jack Napoli and Dick Dunkel in 1990, the MEDDIC Sales process is a B2B sales methodology, emphasizing better lead qualification. MEDDIC is an acronym that forms the foundation of this six-step sales methodology: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion.
- Metrics: Simply put, what outcomes is the customer hoping to achieve with your solution?
- Economic Buyer: Who holds the decision-making power to approve the deal?
- Decision Criteria: Based on what parameters is the buyer making a purchasing decision?
- Decision Process: How is the decision being made and what is their timeline to get the deal done?
Identify Pain: Identify the prospect’s needs.
- Champion: In other words, find the one person in the company that stands to benefit the most from your solution and leverage their internal influence.
Today, the MEDDIC Sales process is among the most prominent, resulting in higher closing rates. In fact, Napoli and Dunkel used the MEDDIC Sales process to increase their sales from $300 million to $1 billion in just four years while at PTC.
When should you use the MEDDIC Sales methodology?
The MEDDIC Sales process can be used for businesses of all sizes in any industry to better qualify prospects. However, this sales methodology is particularly effective for streamlining complex B2B sales calls and can be applied to the enterprise sales process. The MEDDIC Sales process is usually used for closing deals with extended sales cycles, as well as higher than average order values and account sizes.
This B2B sales methodology advocates pitching to prospects with higher intent to buy, eliminating unqualified leads from the sales funnel, ultimately resulting in higher closing rates. A MEDDIC score is typically used to evaluate the level of qualification of a prospect based on the six elements of this framework. Lower MEDDIC scores will result in a prospect being disqualified from the sales process.
Benefits of using our MEDDIC Sales Template
Our MEDDIC Sales template guides your sales representatives through each stage of this six-step methodology, providing an easy-to-follow framework for qualifying prospects. This sales template will equip your sales team with all the information they’ll need to close complex B2B deals, all within one mobile-friendly and interactive document.
Our MEDDIC Sales template can be tailored to sales teams of all sizes, helping your sales representatives focus their time and effort on qualified buyers. Equipped with Qwilr analytics and an interactive web content builder, this sales template can be customized according to your prospect.
How to use this template
Our MEDDIC Sales template will help your sales representatives win more business, focusing their efforts on qualifying prospects earlier in the sales cycle. You can also book a demo if you are looking to get started with Qwilr!
- Create an easy-to-follow six-step MEDDIC Sales process
- Align multiple stakeholders within one, mobile-friendly and interactive document.
- Monitor buyer engagement and track every click through Qwilr analytics
- Identify MEDDIC Sales process questions to qualify prospects
- Empower your sales team to eliminate unqualified prospects
- Focus sales conversations on prospects that are qualified (i.e. higher motivation to buy)
- Simplify the buying experience by organizing all pertinent information in one interactive document
- Ability to embed further sales collateral, like videos or spreadsheets – avoid attachments and links getting lost in email chains.
- Guide buyers through the sales process
- Embed security and compliance information for a safe, streamlined, and reliable sales process
Qwilr helps modern sales teams wow their buyers and drive revenue through engaging web experiences.
Web content builder
Drag and drop your way to beautiful sales collateral with our powerful editor.
Empower buyers with interactive pricing plans and quotes.
Add security features like password protection and link expiry to protect sensitive content.
Add your brand colors, logos, and custom fonts.
Optimized for mobile
Every Qwilr page is automatically optimized for mobile views.
Get deals signed on the spot with built-in e-signing ability.
Build a library of re-usable content for your sales reps to make every piece of collateral up to date and aligned to the company brand.
Track buyer engagement
Know what your customers are engaging with by tracking views, clicks and time spent on each web page.
Add Calendly links, videos, surveys, Looms, GIFs and more to every page.
Frequently Asked Questions
The MEDDIC Sales process is a prospect-centered B2B sales methodology, designed to help sales representatives qualify prospects with more precision. This sales methodology stresses the importance of thorough customer qualification early in the sales funnel, empowering your sales team to ask prospects the right questions at the right time.
In short, the MEDDIC Sales methodology is a six-step sales process used to determine whether or not a prospect is the right fit for your products or services based on the following criteria: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
The MEDDPICC Sales methodology is an extension of the MEDDIC Sales process and is typically used in extended B2B sales cycles. The key difference is the addition of two extra steps: Paper Process and Competition. The Paper Process refers to the series of steps that occur once a decision has been made. This can include legal and security compliance checks, and procurement processes. Finally, competition, as the name suggests, is any organization or individual that is competing for the same business.
The MEDDIC score is a value that helps sales representatives evaluate the level of qualification of their prospect based on the six elements of the MEDDIC Sales process, Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. Simply put, the higher the MEDDIC score, the more qualified a prospect is. The MEDDIC Academy developed this checklist that can be used to determine a prospect’s individual MEDDIC score.
The first step to implementing the MEDDIC Sales process is to train your sales team on your buyer personas. Updated buyer personas help sales representatives understand how your product or service relates to your target audience and ideal customer, ensuring they can successfully qualify prospects.
It is also important to identify sales objections beforehand, preparing your sales representatives to overcome potential obstacles. Once implemented, the MEDDIC Sales process helps your sales personnel focus their efforts on prospects with intent to close a deal, resulting in higher closing rates.
The MEDDIC Sales process encourages sales representatives to ask a number of questions at every stage to qualify prospects as they come in. Here are some examples of MEDDIC Sales process questions for each of the six steps.
- What goals are you hoping to achieve?
- How does your organization measure success?
- What KPIs are you responsible for in your organization?
- Is anyone else involved in this decision?
- Who would ultimately sign off on this?
- How would you justify making this purchase?
- What is the most important factor in making a decision?
- Who do you need to talk to for approval?
- What is the formal approval process?
- What is the approximate time your organization takes to make a decision?
- What are the biggest challenges your team faces?
- How is this issue affecting your organization’s bottom line?
- Is your organization suffering financially from this issue?
- What would happen if this issue went unaddressed?
- What are the next steps to get this solution approved?
- What are we missing to present a business case for this?
- What other solutions is your organization considering?
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