MEDDICC / MEDDPICC

• Metrics
  • What are your top 3 business goals for this year, and how do you currently measure progress towards them?
  • If you could improve [specific metric] by X%, what impact would that have on your business?
• Economic Buyer
  • Who ultimately has the authority to sign off on a purchase like this?
  • What are the main concerns or priorities of the Economic Buyer when it comes to making purchase decisions?
• Decision Criteria
  • What are the 3-5 most important factors you consider when evaluating new solutions like ours?
  • How do you weigh the importance of cost, features, and implementation time when making decisions?
• Decision Process
  • Can you walk me through the typical steps involved in your company’s purchasing process for a solution like this?
  • Who else is involved in the decision-making process, and what role do they play?
  • Do you have any concerns about our solution at this point?
• Paper Process
  • Can you walk me through the typical steps involved in your procurement process for a solution like ours?
  • What kind of documentation or information do you typically require from vendors during the contracting phase?
  • Is there a standard timeline for legal review and signature after we reach an agreement?
  • Are there any specific compliance requirements or internal policies that might impact our ability to work together?
  • Would it be helpful for us to provide a pre-populated contract template tailored to your specific requirements?
• Identify Pain
  • What are the biggest challenges you’re facing right now in [your role/department]?
  • If you could magically solve one problem that’s currently hindering your success, what would it be?
• Champion
  A champion is a person with influence, and preferably authority, with strong personal & professional motivation to sell for you when you are not in the room.
  • Who within your company do you think would be most excited about the potential benefits of our solution?
  • Who within your company is most skeptical about this solution, from us, now?
  • What are the main reasons why someone in your position might advocate for a solution like ours?
  • Ways to test your Champion:
    • Ask them to introduce you to the economic buyer & other key stakeholders (best test)
    • Ask them to present a mutual business case that you have co-created when meeting with key stakeholders (prep them carefully for this)
    • Ask them to share their Decision Criteria and to map out their Decision Process
    • Ask for permission to text them
    • Ask them to share what they have budgeted and/or what they are spending today (if you are displacing a competitor)
    • Ask them to walk you through prior deals they championed
    • Ask them to spend time with you outside the office
• Competition
  • Who are the main solution providers you are considering besides us?
  • What are the key strengths and weaknesses of the other solutions you’re looking at?
  • Are there any concerns you have about our solution compared to your other options?
  • If we weren’t in the running, which competitor would you be most likely to choose and why?
  • What would it take for us to be your clear favorite vendor in this evaluation?

SPICeD

The SPICeD framework was created by Winning By Design. It is a descendent of Spin Selling, released in May 1988 by Neil Rackham.

• Situation: Facts, circumstances, and background details about your prospect
  • What is your current method of [customer business process]?
  • What tools or processes are you currently using to address [X]?
• Pain: The challenges that brought the prospect your way
  • What challenges are you currently experiencing with your current system?
  • What are the main pain points your team encounters when working on [customer business process]?
  • Can you share specific instances where these challenges have caused disruptions?
  • What frustrations do your team members express about the current situation?
  • How are the current challenges impacting your team’s productivity? your customers?
• Impact: How you positively impact your prospect’s business
  • What are your desired outcomes for addressing this challenge?
  • If these challenges were resolved, what positive changes do you envision?
  • How will you measure success in achieving these outcomes?
• Critical Event: Deadline to achieve that impact
  • When do you need this by? What happens if you miss that date?
  • Are there any upcoming changes or events that could impact your decision?
  • How urgent is it to find a solution?
• Decision: The process, committee, and criteria involved in purchasing a solution
  • Have you brought in a platform like this in the past?
  • How does your buying process work? Are there any conversations we should start in parallel, like with Legal and Procurement? What about Security and IT reviews?
  • What additional information or support do you need to make an informed decision?
  • Who will be involved in the decision-making process for this purchase?
  • What criteria will you use to evaluate potential solutions?
  • Have you allocated a budget for this solution?
  • What are the next steps in the evaluation process?

MEDDPICC to SPICed Mapping

MEDDPICC as Sales Process Exit Criteria

Source: John McMahon’s guidance in The Qualified Sales Leader

1. Discovery
   1. Scheduled next meeting
   2. Email to the prospect that outlines:
      • Identified Pain (I)
      • The players involved (Ch, Dp, E)
      • Desired business outcome (M)
      • Next step in the process (Dp)
2. Scoping
   1. Champion identified (Ch)
   2. Generate 3 documents:
      1. Cost justification with the as-is and to-be metrics (M)
      2. A PoV plan that directly correlates to the PoV criteria and preliminary cost justification (Dc, Dp)
      3. A preliminary pricing proposal which is a price quote based on the preliminary cost justification (E, M)
   3. Competition and Competitor’s Champion identified (Co)
3. Economic Buyer Meeting
   1. Held meeting to confirm the following for the validation event (i.e. PoV)
      1. Customer’s priority to buy (I, M)
      2. Intent to allocate funds to make the purchase (E)
      3. Business-level decision criteria (Dc)
      4. Product differentiators (Dc) – including weighting and scoring of each criteria
4. Validation Event (PoV)
   1. Complete successful PoV (Dp)
5. Business Case and Final Proposal
   1. Presented business case face-to-face with economic buyer with the final results of the validation event (E, M)
6. Negotiate and Close
   1. Signed contract (P)