Sales

Sales FAQs

Sales questions, answered

• What is MEDDICC?

  MEDDICC is a sales qualification methodology used to determine whether an enterprise B2B deal is real, winnable, and worth pursuing. It stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. MEDDPICC adds Paper Process, the procurement, legal, and contracting steps required to close.

• What is the difference between MEDDIC, MEDDICC, and MEDDPICC?

  MEDDIC is the original 6-letter framework created by Jack Napoli and Dick Dunkel at PTC. MEDDICC adds Competition. MEDDPICC adds the Paper Process, the procurement and legal steps that often kill deals at the close. The MEDDICC book by Andy Whyte covers all three.

• How do I qualify a sales deal?

  Use the MEDDPICC framework letter by letter. For each letter, ask the diagnostic question, score your evidence, and identify the gap. Where the evidence is weak, build a plan to close the gap or qualify out.

• What does qualifying out mean?

  Qualifying out is the deliberate decision to walk away from a deal because the evidence shows it is not real, not winnable, or not worth the time it would consume. The discipline of qualifying out is what frees A-player sellers to focus on the deals that actually close.

• What separates an A-player from a B-player in sales?

  A-players are uncomfortable being comfortable. They are driven by an unreasonable mandate to achieve their full potential and treat stagnation as pain. B-players are busy. They confuse activity with progress. The Andy Whyte Journal has multiple essays on this distinction.

• Who is Andy Whyte?

  Andy Whyte is the Founder and CEO of MEDDICC and the author of the best-selling book MEDDICC: The ultimate guide to staying one step ahead in the complex sale (100,000+ copies sold).