What I like best about MEDDICC is the structure it brings to the sales processes. It directs focus on the important aspects of a deal (e.g., understanding the customer’s pain points, identifying key stakeholders, and identifying key metrics). I believe is vastly increases the likelihood of winning more deals. Lastly, I really appreciate how the methodology encourages a more customer-centric approach — aligning the value of Exiger's solutions with the customer’s real needs.

MEDDICC (MEDDPICC) provided me with a broader, more enriching context, approach, and framework for engaging with customers and prospects in addressing their compelling events, associated challenges, and triangulating that with measurable value to accelerate the sales process to either a quicker disqualification or moving forward with an opportunity to enable a win for the various stakeholders within the organization.

MEDDICC I have used in multiple roles. I've used it as a seller, sales leader, and in sales enablement. It creates a common language among peers internally at an organization to truly understand the makeup of a real opportunity and it also serves as a best approach for a customer experience with your company. MEDDICC can overlay with any other sales tools, approaches, processes that you might already have established and can also serve as a process on its own. It is flexible. The thing I like the most about MEDDICC is that if used consistently and with fidelity within a company, it is trackable, measurable, and you'll experience a lift in areas such as: decrease in time to close, qualifying out earlier, increase in deal size, and increase in deal conversion. It can be tracked in CRM systems as well. Leaders can use this as a tool to ensure they are also guiding their sellers to use it on every single deal. It teaches sellers to look at a deal through a more effective lens. It is very easy to implement, has outstanding customer support, and integrates well with areas of the business that already exist. I highly recommend MEDDICC as a long term solution to creating a customer centric and focused working environment. It should be used every single day.