Qualification Framework: MEDDPICC (Simplified)
Day 14 of 30 · B2B Sales 2026 Masterclass
Create a practical question set to surface risk early.
Learning Goal
- Build an 8–10 question MEDDPICC-based list.
- Mark missing elements in 3 live deals.
- Prioritize next steps based on the gaps.
Why It Matters
- Missing economic buyer/metrics/next step causes slip.
- Early risk spotting shortens cycle.
- Every qualification ends with a next step.
Explanation (simplified MEDDPICC)
- Metrics: what defines success?
- Economic buyer: who signs?
- Decision criteria/process: how they decide?
- Paper process: legal/procurement path.
- Identify pain: pain, trigger.
- Champion: internal owner.
- Competition/status quo: who/what you are compared to.
Examples
Good: 8 questions, gaps marked on each deal; next steps listed.
Bad: No list, moving on “gut feel”.
Guided Exercise (10–15 minutes)
- Write 8–10 questions for the elements above.
- On 3 live deals, mark what is missing.
- Write next steps for each gap (e.g., involve economic buyer, ask paper process).
Independent Exercise (5–10 minutes)
Update CRM notes with missing elements and next steps.
Self-check
- 8–10 question list ready.
- Gaps marked on 3 deals.
- Next steps for each gap.
- Recorded in CRM.
Optional Deep Dive
- MEDDPICC details: https://meddicc.com/meddpicc-sales-methodology-and-process
- Decision criteria tips: https://www.gong.io/blog/meddpicc