Successful B2B sales with the MEDDPICC method

Introduction to the MEDDPICC framework

• Understand the MEDDPICC model and recognize its importance for the sales process.
• Origin and development of the model, comparison with other sales strategies.

Metrics

• Define measurable successes and use them as targeted sales arguments.
• Use of relevant KPIs to illustrate the value of your offer.

Economic Buyer

• Identify and target decision-makers.
• Understand the needs and motivations of business decision-makers.

Decision Criteria and Decision Process

• Analyze and influence decision-making processes.
• Document critical decision criteria and develop strategies based on them.

Paper Process

• penetrate customers' approval and documentation processes.
• Recognize and overcome bottlenecks in the sales process at an early stage.

Identify Pain

• Recognize customer needs and challenges and use them to increase the value of your offering.

Champion

• Gain internal advocates to improve your sales opportunities.
• Building and maintaining valuable champion relationships.

Competition

• Strategic differentiation from the competition.
• Competitive analysis to develop and communicate your unique selling points.