MEDDIC—Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion—is a robust framework for qualifying deals and ensuring your efforts are focused on opportunities with the highest likelihood of success. By understanding and leveraging each part of MEDDIC, you can build stronger relationships, align your solutions with customer needs, and close deals faster.
With AI tools like ChatGPT, Claude, or Gemini, you can generate MEDDIC-aligned questions tailored to your prospects, making your discovery calls more focused and productive.
What is MEDDIC?
MEDDIC is a qualification framework that helps you thoroughly evaluate sales opportunities:
- Metrics: Define the measurable benefits your solution delivers.
- Economic Buyer: Identify and engage the person who controls the budget.
- Decision Criteria: Understand the technical and business factors driving the decision.
- Decision Process: Map out how decisions are made and who’s involved.
- Identify Pain: Uncover the customer’s most pressing challenges.
- Champion: Find and nurture an internal advocate for your solution.
By breaking down your qualification process into these six steps, MEDDIC ensures you’re aligned with customer needs and positioned to win.
MEDDIC Prompts
Metrics Quantify the value your solution can bring to the customer.
“What measurable outcomes does [Customer] expect from [Solution]? Provide insights into how these metrics align with their business goals.”
“Draft a case study outline showing how similar organizations achieved [specific ROI or savings] using [Solution].”
Economic Buyer Identify the decision-maker and their motivations.
“Who is the Economic Buyer for [Customer’s] organization? Highlight their priorities, concerns, and how [Solution] can address them.”
“How can [Solution] align with the Economic Buyer’s KPIs or broader organizational goals?”
Decision Criteria Understand the factors influencing the buying decision.
“What are [Customer’s] top decision criteria for selecting a [Solution]? Include both technical and business requirements.”
“Analyze [Customer’s] industry standards or compliance needs that may shape their decision criteria.”
Decision Process Clarify the steps and stakeholders involved in making the decision.
“What is [Customer’s] decision-making process for [Solution]? Map out the key milestones and stakeholders.”
“Identify potential delays or blockers in [Customer’s] decision process and suggest strategies to navigate them.”
Identify Pain Uncover the problems your solution can solve.
“What are the biggest pain points for [Customer] in achieving [specific goal]? Provide actionable insights on how [Solution] addresses these issues.”
“What risks or inefficiencies are created by [Customer’s] current process? How can [Solution] mitigate them?”
Champion Find and cultivate an internal advocate.
“Who at [Customer’s organization] is most likely to champion [Solution]? Suggest ways to build rapport and provide them with resources to advocate internally.”
“Draft a short email for a potential Champion to share with their leadership, highlighting the benefits of [Solution].”
Why MEDDIC Works
MEDDIC is a powerhouse framework because it forces you to focus on qualification and alignment. It ensures you’re working on deals that matter, engaging the right people, and solving the customer’s most critical problems.
Using AI with MEDDIC takes the guesswork out of deal qualification. AI-generated prompts help you dig deeper, uncover critical information, and stay aligned with customer priorities.
Actionable Next Steps
- Test the Prompts: Start with one or two prompts from each MEDDIC category in your next sales call or email.
- Refine Your Approach: Tailor these prompts to reflect your customer’s unique challenges and goals.
- Share with Your Team: MEDDIC works best when your whole team is aligned. Share these prompts to create consistency in your sales process.
MEDDIC is about qualifying smarter and winning bigger. If these prompts helped, share this post with your team or on LinkedIn. Together, let’s qualify better and close faster.