MEDDIC Flashcards
(10 cards)
What does MEDDIC stand for?
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
What is the goal of the MEDDIC framework?
To qualify and prioritize deals by deeply understanding how customers buy and what drives them.
What is the core mindset of a Challenger seller?
Teach for differentiation, tailor for resonance, take control of the conversation.
When should you use MEDDIC vs Challenger?
MEDDIC = qualifying and mapping a deal; Challenger = leading the sales convo with insight and control.
What role does ‘Identify Pain’ play in MEDDIC?
It uncovers the emotional or strategic urgency behind the buyer’s interest—fuel for the deal.
What’s a ‘Challenger’ seller most known for?
Reframing customer thinking and introducing new ways to solve hidden problems.
How do you ‘Teach for Differentiation’ like a Challenger?
Share unexpected insights that disrupt current thinking and lead to your solution.
Why is the ‘Economic Buyer’ important in MEDDIC?
They control budget and authority—closing deals without their buy-in leads to stalls.
How does ‘Champion’ in MEDDIC overlap with Challenger techniques?
Champions believe in you and help sell internally—Challenger sellers activate them by giving them insight.
What’s the synergy between Challenger and MEDDIC?
Challenger starts the conversation with insight; MEDDIC qualifies and maps the path to close.
