Introduction to the MEDDIC Sales Process Template:

MEDDIC Sales Process Template

67% of lost sales are due to sales reps not qualifying potential customers properly. 

How can your team qualify the right customer for the sales pipeline?

With this MEDDIC Sales Process Template from Process Street.

MEDDIC stands for metrics, economic buyer, decision criteria, decision process, identify pain, and champion. It's a process that's used by some of the best salespeople — like David Weiss. On top of qualifying leads like a pro, you'll achieve higher close rates and you'll bolster your bottom-line.

This template guides you through the entire flow, step-by-step.

You'll first confirm the basic details of yourself, your supervisor, and the potential customer.

Then, you'll gather important information relating to metrics, so you have useable, quantifiable data if you sell to the potential customer.

After that, you'll find out who the economic buyer is and understand their wants and needs.

Shortly after, you'll uncover the potential customer's decision criteria and decision process. This helps you truly get to grips with the potential customer's decision-making.

The end steps involve identifying the potential customer's pain points and finding a champion inside the potential customer's company. 

As a final quality assurance step, your supervisor will review the process and approve the customer to go through the sales pipeline (if it looks like they should).

Simple!

Launch a checklist from this template each time you need to qualify a lead. And remember to look at the bolded sections in the checklist "Getting started, Metrics, Economic buyer, etc" for useful information on the upcoming tasks.

By using checklists launched from this template, your whole sales qualification workflow will be superpowered. That's due to the workflow automation features that are added to our templates, such as:

- Stop tasks
- Conditional logic
- Dynamic due dates
- Task permissions
- Task assignments
- Role assignments
- Webhooks
- Embed widget
- Approvals
- And many, many more!

If you haven't already done so, sign up for a free trial of Process Street and read the post Getting Started with Process Street today.

Getting started:

Before diving into the MEDDIC sales process itself, you first need to confirm several basic details regarding yourself, your supervisor/manager, and the potential customer in question.

Confirm basic details

Confirm your, your supervisor's, and the potential customer's basic details.

Use the text boxes below to write down your name and email as the salesperson.

Then, write down the name and email of your supervisor

After that, you'll need to confirm the potential customer's company name, who your initial main point of contact is, their email, and their job title.



Metrics:

Now that you've confirmed basic details, it's time to get to the nitty-gritty and begin the first part of MEDDIC, metrics.

The metrics part of the sales process is where you'll find out the benefits your solution could provide the potential customer — for instance, higher ROI or an increased % of saved costs.

You can then use those metrics to bolster your sales pitch if the potential customer moves through your sales pipeline. (And, afterward, you'll want to use this Closing the Sale Checklist.)

Ask metric-related questions

Ask the potential customer metric-related questions.

First thing's first: You'll want to ask your main contact metric-related questions

Basically, these questions concern quantifiable gains.

David Weiss suggests asking the following questions (which have been lifted from his Saleshacker post) about the economic impact of your solution:

  • 1
    "Can we agree that improving these areas will save you time, increase productivity, and grow revenue?"
  • 2
    "If we make these changes, what % improvement could be seen?"
  • 3
    "If we improved by that %, how much new revenue would your business save or generate?"

If you have a set of metric-related questions you and your sales team prefer to ask, it's easy to edit this template and replace the text in the subchecklist above.

Write down metric-related answers

Write down the metric-related answers.

Once you've asked the potential customer metric-related questions, it's time to write down the metric-related answers they gave.

For instance, if they said "Implementing your solution could result in X% higher ROI and a Y% increase in saved costs", write that information down in the box below.

Doing so will not only help to ensure your solution is a good fit for the potential customer, but that you can sell the solution in a way that truly appeals to them due to the quantifiable gains. 

Economic buyer:

The economic buyer part of the MEDDIC sales process is to do with identifying the economic buyer. Simply put, the economic buyer is the one who has the power to say "yes" to buying your solution — the ultimate decider, if you will.

Identifying the economic buyer (and getting them involved with talks as early as possible) is particularly important. This is because you want to make sure you sell your solution in a way that aligns with their wants and wishes (if the potential customer does go through the sales pi).

Find out who the economic buyer is

Find out who the economic buyer is.

The first step in this section is to find out who the economic buyer for the potential customer is.

To do this, you can either directly ask your main contact or do some digging around LinkedIn and other public pages.

Once you've found out the economic buyer's name, write the name in the text box below.

Then, confirm if it's possible to talk to them directly. The answer you choose will cause the next task to dynamically adapt to your needs, thanks to conditional logic.

Communicate directly with the economic buyer

Communicate directly with the economic buyer.

In the previous task, you confirmed that it's possible to talk directly with the economic buyer, who you named as {{form.Who's_the_economic_buyer?}}.

Now you'll want to get in contact with them and ask a few questions, such as:

  • 1
    What's your vision for using our solution? And what does a successful outcome look like?
  • 2
    What are your current pain points?
  • 3
    Is there anyone else involved with the final-stage buying process?

Once you've established this information, write your notes down in the section below.

If you have a different set of questions you ask economic buyers, then edit this template to replace the text in the above subchecklist.

Confirm the wants & needs of the economic buyer

Confirm the wants & needs of the economic buyer.

In the previous task, you said that it wasn't possible to communicate directly with the economic buyer. This can often be the case as the economic buyers are usually busy people.

However, you can still find out information about the economic buyer and their needs by asking your main contact instead.

Ask them questions, such as:

    • 1
      What's the economic buyer's vision for using our solution? And what does a successful outcome look like?
    • 2
      What are the economic buyer's current pain points?
    • 3
      Is there anyone else involved with the final-stage buying process apart from the economic buyer?

    After you've gathered this information, write down your notes below.

    Edit this template to replace the questions about the economic buyer and their wants and wishes in the subchecklist above.

    Decision criteria:

    The d in MEDDIC stands for decision criteria. This part focuses on the criteria your solution needs to meet (and excel at) for the potential customer to decide they'll use and buy your solution.

    To understand their criteria, all you have to do is ask a few simple questions, which the following tasks will guide you through.

    Ask about the potential customer's decision criteria

    Ask about the potential customer's decision criteria.

    To understand the potential customer's decision criteria, all you need to do is ask — albeit in a gentler, not as obvious way.

    David Weiss advocates for asking questions (which, again, have been pulled from his Saleshacker article) such as:

    • 1
      "If I could wave a magic wand, what would you want out of a new solution?"
    • 2
      "If you had a wishlist for your new solution, what would be on it?"

    Asking questions such as these allows you to figure out if your solution and its features align with the potential customer's decision criteria.

    If you have a set of decision criteria questions you and your team prefer to ask, edit this template and replace the text in the above subchecklist.

    Note down their decision criteria

    Note down the potential customer's decision criteria.

    After asking the right questions, you should have a solid understanding of the potential customer's decision criteria.

    Write down their decision criteria in the box below.

    Decision process:

    The second d in MEDDIC stands for decision process. It's here where you'll find out what the potential customer's decision-making process when contemplating a solution is.

    The information you'll find out by completing the following tasks will not only help you walk with the potential customer through a sale (if it looks like they should be sold to), but it'll also help you move the sales process along if it stalls at any point.

    Clarify the decision-making process

    Clarify the decision-making process.

    Get in contact with either your main contact or the economic buyer to find out what their decision-making process is once a solution aligns with the decision criteria.

    Knowing this is useful for you and your sales team and it's good for the potential customer too, as it shows you're interested in helping and working with them.

    You'll want to ask questions such as:

    • 1
      What is your company's decision-making process once a solution meets your decision criteria?
    • 2
      Roughly, how long does the decision-making process take?
    • 3
      Who's involved with approving a purchase decision? Who makes the final call?

    If you have a set of decision-making questions you and your team prefer to ask, just edit this template to replace the text in the above subchecklist.

    Confirm their decision-making process

    Confirm the potential customer's decision-making process.

    Once the questions in the previous task have been answered, write down your notes about their decision-making process in the below text box.

    Identify pain:

    The penultimate part of this MEDDIC sales process is to identify pain. Here, you'll identify and write down the potential customer's pain points, then think about how your solution can ease those pain points and make your potential customer's life — and business-at-large — better.

    Identify the potential customer's pain points

    Identify the potential customer's pain points.

    From talking to your main contact — and especially the economic buyer — you should, by now, have a strong idea of the specific pains points the potential customer is currently facing.

    For instance, a particular pain point could be slow production, or it could be poor revenue.

    If you need to ask any additional questions to uncover pain points, read this HubSpot article first.

    Write down the potential customer's pain points below

    Consider how your solution could ease pain

    Consider how your solution could ease the potential customer's pain points.

    Underneath this paragraph, you'll find the list of pain points the potential customer is facing. (They're appearing here thanks to Process Street's nifty feature variables).


    The potential customer's pain points:

    {{form.Potential_customer's_pain_points}}


    Now you'll want to think about all the ways your solution will help to tackle, ease, and even eradicate the potential customer's pain points.

    Write down how below.

    Doing so will help your sales pitch become even stronger if the potential customer is, indeed, put through the sales pipeline.

    Champion:

    The final part of MEDDIC is champion. A champion is somebody who's employed by the potential customer that's invested in the implementation and success of your solution. 

    Finding and noting down who the champion is incredibly useful when it comes to the sales pipeline, as there's a better chance for the potential customer to adopt your solution and for the sale to go through. Plus, being able to find a champion is a part of understanding if the potential customer should go through the sales pipeline or not.

    Find your champion

    Find your champion who's employed by the potential customer.

    Now's the time to find that all-important champion.

    To find them, David Weiss suggests asking yourself the following three questions:

    • 1
      "Who has the most to gain by the change?"
    • 2
      "Who is the end-user that is getting the biggest benefits?"
    • 3
      "Who is leaning in and giving all the verbal cues in your presentations?"

    The person you thought of when asking yourself the above questions is the person who's going to be your champion.

    If your team asks themselves another set of questions to figure out who the champion is, edit this template and replace the text in the subchecklist.

    Confirm your champion

    Confirm your champion.

    After asking the three questions in the previous task, you should now have an idea of who your champion is.

    Write down their name, their job title, and their email address in the appropriate form fields below.

    Sales pipeline approval:

    That's the MEDDIC sales process over. All that's left to do is to approve or reject the potential customer's progression to the sales pipeline. Approving them means they should go through the rest of the sales pipeline. Rejecting means they shouldn't.

    Your supervisor should now take over the checklist and be the one who completes the upcoming approval task. Having their input will be especially useful as they could bring in a different perspective.

    Learn more about approvals and approval tasks by watching the video below.

    Supervisor's approval for the sales pipeline

    Will be submitted for approval:
    • Write down metric-related answers
      Will be submitted
    • Communicate directly with the economic buyer
      Will be submitted
    • Confirm the wants & needs of the economic buyer
      Will be submitted
    • Note down their decision criteria
      Will be submitted
    • Confirm their decision-making process
      Will be submitted
    • Consider how your solution could ease pain
      Will be submitted
    • Confirm your champion
      Will be submitted
    • Confirm basic details
      Will be submitted

    Sources:

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