Sales is an ever-evolving exercise, and if you care deeply about your job, you’re always learning new ways to improve or streamline your method. One process that can greatly improve your growth is MEDDPICC. What is that and how does it work? We spoke with sales expert David Weiss about this valuable sales strategy and how you can incorporate it in your sales approach.
Watch our podcast with David Weiss to learn more about selling with MEDDPICC:
David Weiss is an accomplished salesperson, leader, and business strategist with 20 years of experience in the technology, consulting, and professional services industry. He is the CRO of The Sales Collective, a sales think tank that helps companies assess their people, build their process building, train their teams, and hire future top performers. He is also the founder of DealDoc, a mobile application to help salespeople see problems in their opportunities and actions they can take to solve those problems.
David is a recognized thought leader in the sales industry and has been featured in a number of publications and podcasts, including Sales Hacker, Crunchbase, and Top1FM, as well as many others. David holds a Bachelor of Science in Psychology with a focus in Business Marketing from the Rochester Institute of Technology. He also serves as a strategic advisor to several technology startups.
Sales and the MEDDPICC Method
We begin our discussion with some of David’s background. Even in college, he was already working in sales, and he continued to push himself to grow his skills. Between reading books, getting mentors, and practicing in the field, he became a student of sales. It was through this active learning that David learned about MEDDPICC.
What is MEDDPICC and what is its process in sales? David outlines each of the letters: Metric, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition. He explains each step in the process and how to implement it in your sales cycle.
Our discussion ends with David’s top tips for applying MEDDPICC to your sales process now.
Listen to our conversation with David for more sales tips:
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