Are You Chasing a Mirage? Ask These 7 MEDDIC Questions to Gauge Deal Validity

MEDDICC is a proven sales methodology leveraged by high-growth B2B tech firms to steer complex sales opportunities to closure. This framework helps teams separate mirages from real deals worth pursuing.

In this post, we'll cover the 7 key MEDDIC criteria you should assess to validate lucrative opportunities in your pipeline right now. Mastering qualification will drive forecast accuracy, sales productivity, and most importantly – win rates.

A Quick Background

MEDDICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identification of Pain, Champion and Competition.

It was developed in the 1990s by PTC sales leaders to bring fierce discipline into complex enterprise software sales. Using MEDDICC, they rocketed PTC's revenues from $300 million to over $1 billion in just 4 years.

Here are some takeaways you can begin applying now:

Metrics – Have quantifiable proof points demonstrating cost, time or revenue benefits been modeled? The sharper the business case, the better.

Economic Buyer – Is there agreement with the budget holder on process milestones and purchase timing? Securing executive sponsorship is key.

Decision Criteria – Were financial and technical requirements shaped to favor us? Can we fulfill them better than competitors? Answer must be a resounding yes on both counts.

Decision Process – Do we understand the technical and procurement decision flows and influencers? Map the playbook to navigate approvals smoothly.

Identification of Pain – Is the status quo pain compelling enough to drive change now? Tie it to urgent business goals.

Champion – Is our internal advocate truly supporting our win plan? Test for commitment continuously.

Competition – What are rivals missing? Have we proven we beat them clearly? Never assume you have an edge.

If your opportunity lacks confirmation on some criteria above, it may be a mirage. Assess deals in your funnel on each dimension for realism now. Doing so will strengthen your forecast and win rates as fiscal year end approaches.

Let me know your comments and if you have any other creative ideas for employing MEDDIC to advantage! I believe it is one of the sharpest B2B opportunity qualification frameworks out there.