Definition
MEDDIC is a B2B sales qualification framework designed to help sales teams focus on high-quality opportunities and close deals more effectively.
Why MEDDIC matters in SaaS
Complex SaaS deals, especially enterprise ones, involve multiple stakeholders, long cycles, and competing priorities. MEDDIC provides a structured way to qualify and advance opportunities:
- Pipeline quality: Ensures reps spend time on deals with real potential.
- Forecast accuracy: Deals are easier to predict when qualification is rigorous.
- Sales coaching: Gives managers a common language to review pipeline with reps.
- Faster scaling: New reps adopt best practices faster with a repeatable framework.
How MEDDIC compares with other sales methodologies
While SPIN or Challenger emphasise persuasion and discovery, MEDDIC ensures only well-qualified, winnable opportunities progress through the pipeline, making it invaluable for data-driven SaaS teams.
Common pitfalls
- Treating MEDDIC as a checklist instead of a conversation.
- Skipping over the Champion, deals often die without one.
- Assuming the Economic Buyer is obvious, sometimes budget authority is hidden.
- Focusing only on pain, not the measurable impact (Metrics).
AI prompt
What to provide the AI beforehand
- Goal of the SPIFF (upsells, product launch, logo acquisition)
- Target segment (SMB, mid-market, enterprise)
- Budget for rewards
- Sales team structure (AEs, SDRs, CSMs)
- Timeframe (week, month, quarter)
- Current comp model (so SPIFFs don’t conflict)
