MEDDICC: The ultimate guide to staying one step ahead in the complex sale

I've been seeking more knowledge about MEDDICC recently and after reading a couple of books on the subject found this to be the most complete version by far. Andy does a great job describing the basics and also sharing practical tips and examples throughout. This is a terrific resource for both ICs and leaders. I've already shared many of the concepts in this book with my current company + sales team, all of which has been received well. Thanks Andy for writing this book and providing resources such as the Go-Live Plan and Closing Checklist. You're helping reps and those in the sales profession up their game!

I came across the MEDDICC methodology from a podcast series (Hunters + Unicorns). I was led to the podcast because I follow John Kaplan and the work of his company, Force Management. A couple of things are important to outline. First, I've spent 20 years in enterprise sales, 9 of which was with the largest and most successful company in my industry (staffing). In my 9 years with that company, they never rolled out a succinct sales formula even close to something like MEDDICC. They had a sales process but it was flat and two dimensional. The company was highly successful in spite of itself. It was trial by fire and only the best survived. Thankfully, I had great mentors and coaches who were elite sellers in the company, and I learned my craft by piecing together their best practices and working hard to implement them into my sales game. A couple years after I left the company to start my own business, they engaged John Kaplan and Force Management to help implement MEDDICC into their foundational process. I wanted to figure out what "MEDDICC" was, but very few resources existed to understand it from a tactical perspective. I searched high and low for resources to learn MEDDICC, and just as importantly, how to implement it into your overall sales methodology. I stumbled across Andy's book, and BOOM!, there it was in black & white. On top of that, the co-creators of MEDDICC Dick Dunkel and Jack Napoli helped to contribute to the overall arch of the book. I've read countless sales books over the last 20 years, and there are some good ones, but this is the most succinct sales execution book I've ever read. This book is ideal for enterprise sales environments, and probably even better for technology or complex sales cycles. I'm selling to organizations who are making multi-million dollar buying decisions, and half the time they don't have a qualified buying process which can make selling and closing feel like vudu. What I love about MEDDICC, and more specifically Andy's book, is that it gives you a process for how to guide your prospect towards an effective buying process. Just as importantly, MEDDICC and the tools that are outlined in the book give the seller an effective way to qualify in or out of the deal. One of my mentors early on would preach that a "qualified NO", was just as good or better than a "qualified YES". What I've found is that elite sellers know what deals in their pipeline are "real", and what's "pie-in-the-sky". If you want to be an elite seller you have to demystify the winners and losers in your pipeline, and take the guessing out of forecasting wins and losses. If you want to understand MEDDICC and if you're looking for an elite qualification process this is the best book I've ever read on the topic. Reading this book confirmed many of my lessons learned in enterprise sales, and uncovered a number of my blind spots. When you can find a book that challenges you after 20 years in the craft, that's saying something. Thank you Andy for contributing to the sales profession in such a profound way and for capturing for all of us the magic of what John McMahon, and all the folks at PTC developed. We can all benefit from what has proven to be the best sales qualification process ever developed, and this is the best book to do that.

Good read, loved the insights behind the methodology of it all.

I'm a first-year AE so a lot of stuff is still new to me and I'm learning lots. With that said, I've been lucky to find a couple of good sales books. This is one of them. It does a great job showing you how under-performing reps behave and how elite sellers behave. The book has minimal "fluff" in it and a lot of the insights in it are highly applicable, right away. I highly recommend this book if a lot of your deals are slipping through the cracks and you don't understand why.

Andy has done a very though job of covering the MEDDICC qualification methodology in detail with this book. He related the methodology to an enterprise level sales process - to give readers context on how MEDDICC or any of it's derivatives - MEDDPICC or the original MEDDIC are used to continuously qualify whether your opportunity is headed toward closure in a timely manner or headed toward no decision. As a MEDDICC trainer, I have recommended this book to several clients as reference material or as pre-requisite to a customized training session.

I learned allot from this book. It’s well thought out , and goes very much in depth in the MEDDIC process.

There is something here for everyone which is what captured my imagination. When I saw how Andy covered not only MEDDIC but some of the ancillary methodologies that when used properly work in, what some would say, an almost “frictionless” way to advance your opportunities. Perhaps you are: • A well-educated MEDDIC Elite Enterprise seller looking for an edge. • Newly introduced to MEDDIC in a casual or haphazard learning / reinforcement environment or • Brand new to it and looking for a few tips or techniques to improve your customer facing skills

Difficult to stay engage unless you have more tech knowledge

I had the fortune to work with Andy at Oracle (he mentions his time at Oracle in the book). It was obvious to me, when I worked with Andy that he was restless to go on and do bigger and better things (yes there are things bigger and better things than Oracle) and this book is one of them. On to the review. Andy has written a great book that covers the MEDDICC sales methodology and has also sprinkled it with his own experience and case studies. I’ve read a lot of sales and marketing book and most of the are the same and conform to a ‘template”. While this “obviously” walks you through the MEDDICC sales methodology it avoids the traps of your “typical” sales book. I have to be honest that most sales methodologies are the same, but Andy puts up a great case for MEDDICC over and above, some of the others. Why would you read this book? You are looking to add some rigour to your own sales or your sales team. MEDDICC is something you could implement quickly and with little fuss and it would make a massive impact. Just using it as a tick list to make sure you have covered all the bases would be a start and would improve your win rate. Andy, also mentions how you can go full on with MEDDICC and I agree with him you “cannot get a little bit pregnant” and you should go all in. Great book, if you want to get on in sales, or improve your sales team, this is a great place to start. Highly recommended. Please be aware, that while I know Andy, I did purchase this book myself.

企業向け営業のやるべき事が全て書いてあります。大手外資ITの多くはこの方法論を採用しているので翻訳されていないのが不思議でなりません。絶対売れるはずなのに。このmeddiccが実践できたらスーパー営業です。

MEDDIC, MEDDICC, MEDDPICC, Andy Whyte couvre toute les questions qui tournent autour de la méthodologie avec des examples concrets, des histoires et du vécu. Une approche simple et facile à lire et assimiler pour toujours qualifier...et dé-qualifier! (qualify out) Si vous souhaitez comprendre les origines et meilleures pratiques pour implémenter cette 'méthode' qui est le succès de nombreuses sociétés et startups à succès, alors n'hésitez pas, c'est le livre qu'il vous faut.

Ideal para procesos de venta B2B de grandes tickets donde se tocan muchos departamentos para para lograr una venta. Su grupo externo y su página web actualizan constantemente las listas de cotejo y proveen tips de venta.

Being in the sales world for a while, this book really helped me get some perspective on the process of sales cycle. Prepping for prospecting and really qualifying your leads properly. Would definitely recommend and even read it twice with notes.