Learning Goal

Build an 8–10 question MEDDPICC-based list to qualify leads and avoid sales slips. This will help you identify missing elements and assign next steps to ensure a smooth sales process.

Who

As a B2B sales professional, you are responsible for creating a comprehensive MEDDPICC framework to qualify leads.

What

A MEDDPICC framework is a structured approach to qualifying leads, which includes identifying the economic buyer, decision criteria, paper process, identify pain, champion, and competition.

Where

You will apply this framework in your CRM or sales pipeline.

When

You will use this framework today and for future sales interactions.

Why it matters

Missing elements in the MEDDPICC framework can cause sales slips and lost opportunities. By identifying and addressing these gaps, you can improve your sales process and close more deals.

How

You will create a list of questions for each MEDDPICC element and mark missing elements on 3 live deals.

Guided Exercise

Create a 8–10 question list for MEDDPICC elements and mark missing elements on 3 live deals.

Independent Exercise

Update your CRM notes with missing elements and next steps.

Self-check

Verify your MEDDPICC list is complete and up-to-date.

Bibliography (sources used)

MEDDPICC details: https://meddicc.com/meddpicc-sales-methodology-and-process Decision criteria tips: https://www.gong.io/blog/meddpicc

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