MEDDIC = Black Belt for Sales ??

What I love about sales is how closely correlated to sports it is. 

The most elite athlete can lift any team up and help them win. 

However, an elite athlete needs much more than just natural ability. 

• The elite athlete needs discipline
• The elite athlete needs to understand the field 
• The elite athlete needs to know the plays
• The elite athlete needs to know how to win - their own strengths and their opponent's weaknesses 

Subsequently when compared to an average athlete:

• The elite athlete will find more opportunities to score
• The elite athlete will convert more of those opportunities
• The elite athlete will convert more points from those opportunities , and,
• The elite athlete will score more those points more quickly

Now replace the word 'athlete' above with 'seller.'

If you extend this analogy to Mixed Martial Arts, then the fighters' natural abilities, such as their strength, speed, and agility, are important. But, in a fight between a naturally gifted fighter with no framework and an overweight, untalented, old, and out-of-practice fighter who has a black belt in a martial art... my money is on the black belt ALL DAY!!

In sales, you can be the most naturally gifted seller in the world. But, if you go into enterprise-level deals without a framework, you are going to get hurt. You are going to get beaten by less talented sellers who follow a framework.

In this analogy, MEDDIC is the OG. MEDDIC is the Brazilian Jiu-Jitsu of the sales frameworks and methodologies world. 

The world's greatest MMA gyms and the world champions they produce tend to use Brazilian Jiu-Jitsu, just as the world's greatest sales teams use MEDDIC.

MMA fighters' use of Brazilian Jiu-Jitsu has evolved over the decades to adapt to the octagon's changing landscape just as MEDDIC has evolved to suit the changing landscape of the enterprise (MEDDICC/MEDDPICC etc.).

Brazilian Jiu-Jitsu isn't the only 'framework' in MMA. Champions have used Karate, Judo, Boxing, and Wrestling, but, put simply no other framework has the quantity of Champions as Brazilian Jiu-Jitsu. Likewise, most Champion's who use one of the frameworks above also have a Brazilian Jiu-Jitsu belt too.

Just like how Jiu-Jitsu compliments other styles and frameworks, so does MEDDIC. It effortlessly collaborates with other frameworks and methodologies, helping sellers to meet their full potential. 

I know what you are thinking, "Andy; surely you can't stretch this analogy anymore." Well, I have one last point...!

Do not create your own martial art. Every now and then, I'll hear of a company creating their own sales methodology because they think they are different, or their customers are different, or their product is different. It's not.

MEDDIC will be twenty-five years old this year, and there's a reason why it is still the number one most used methodology by elite sellers, and that is because it focuses on how customers like to buy and how they make decisions. You can adapt MEDDIC to suit your needs, I.e., Add in the Paper Process or use the P for Partners if that is important to you, but don't reinvent the wheel. 

The wheel of MEDDIC is only getting faster!