MEDDIC on iSEEit
Qualify every deal.
Experience the difference.
The MEDDIC playbook for iSEEit customers: the six qualifiers, the sales stages, the questions to ask and the questions to inspect.
MEDDIC at a glance
Six qualifiers. One common language.
Every opportunity is qualified on the same six elements. Each one has its definition, the questions to ask your prospect and the questions your sales leader will inspect.
Metrics
Quantifiable, measurable results the customer accepts as valid for the project.
Read more →EEconomic Buyer
The person with discretionary approval to spend: the final yes or no.
Read more →DDecision Criteria
The technical, commercial and legal criteria the decision is based on.
Read more →DDecision Process
The route to a decision: technical, the route to money and the route to paper.
Read more →IIdentify Pain
The business or technical shortage the customer must overcome, stop or change.
Read more →CChampion
The owner with a personal interest in solving the pain, who drives it inside the account.
Read more →Explore the playbook
MEDDIC
The six qualifiers behind every winnable deal, and the three questions every board asks.
7 pages →Sales stages
How a deal moves from first call to signature, and which qualifiers each stage proves.
7 pages →Questioning
Prospect-facing questions for each MEDDIC element, from general to specific.
6 pages →Sales leader inspection
Questions for opportunity reviews, so leader and seller agree where the deal really is.
6 pages →Video tutorials
Short walkthroughs of the iSEEit Deal Sheet, Org Chart and Close Plan.
3 pages →Welcome
Built with the MEDDIC community
Welcome to the MEDDIC tutorial for the iSEEit MEDDIC app, now active in your Salesforce environment. It was built by the iSEEit team together with members of the Sales MEDDIC group and leaders from the MEDD(P)ICC community.
Here you will find a definition of each MEDDIC element and a walk-through of a standard enterprise sales process, stage by stage. The Sales MEDDIC group has added a questioning framework that helps sellers ask their prospects the right questions to qualify every MEDDIC element, and a matching inspection guide for sales leaders, built around the grey, yellow and green status indicators of each qualifier.
Start with any section of the playbook, or use the menu on any page to jump straight to what you need.
Thank you for joining the iSEEit MEDDIC app customer base, and good selling!
Video tutorials
See it in iSEEit
Short walkthroughs of the iSEEit Deal Sheet, Org Chart and Close Plan.