MEDDIC Sales Template Walkthrough
Who this template is for
Salespeople, sales reps, sales managers, and sales teams interested in using the MEDDIC (or MEDDPICC) sales methodology as part of their sales process. The MEDDIC sales process was created to help teams with a better sales qualification process, leading to higher close rates. The MEDDIC sales process is most typically used in large, enterprise-level B2B sales situations with greater complexity.
What this template is for
Create a single, easy-to-access location where all MEDDIC process information can be stored and easily referenced by both parties throughout the sales cycle. Dock’s workspace can be referenced throughout the sales process, ensuring all parties are fully informed and full transparency is maintained.
How to use this template
With Dock’s MEDDIC sales template, you can work the collection of data and the creation of the workspace into your MEDDIC sales process. Start off by creating a high-level overview of why you’d like to work together while also providing an introduction to yourself. You can then move into collecting key data elements, including metrics for gauging success, identifying key stakeholders, and working out decision-making processes and primary pain points.
What’s in this template?
This section is best used to provide a high-level overview or summary of the project. In addition to introducing the project, you can also introduce yourself and your company name, and provide key contact information that can be easily referenced throughout sales negotiations.
Metrics are a key component of the MEDDIC sales methodology. In this section, you can identify not only the key metrics that your product or service can most effectively influence but the ones that you have identified as most critical or important to your prospective client.
This section allows you to identify and define who the key players are in the transaction. Going beyond who your primary point of contact in the transaction will be, you’ll also want to identify the important decision-makers. This includes who is likely to be the product or service’s champion within the company, and who the economic buyer is (i.e. the person the ultimate purchase decision lies with).
In this section, define exactly what your client’s decision criteria are. There are normally two parts to this. First, list the criteria that are going to be most important when a client makes their decision. Second, lay out exactly what that decision process will likely look like. Here you can identify who the key decision makers are and get a rough idea of timelines and approval processes, a key lead qualification step.
This section will be key in winning over any client. Identify pain points that are most prescient and driving them to consider a new product or service, or a replacement to an existing product or service. Here it’s important to be as specific as possible and really dig in deep to understand the true roots of each of your potential customer’s pain points.
Mutual Action Plan
In the mutual action plan section, outline the steps of the sales process so the potential client knows exactly what to expect next and at any point in the customer journey. Include next steps, such as product demonstrations or project approvals. Dock’s platform allows you to assign specific tasks to individuals on either side of the transaction, include descriptions or due dates, and leave helpful notes.
In the section, take advantage of a variety of media to showcase your product or service in the best possible light. Pay special attention to the unique pain points that your client has conveyed as most important, so your presentation can be tailored to address them specifically and highlight the product features that will have the most impact.
Case studies can be an incredibly powerful tool. Create powerful presentations with applications like Google Slides or Powerpoint (PPT) to persuade stakeholders in terms that will resonate most with them. What better way to illustrate the value of your product than by showcasing your past successes and closed deals? Especially if the use cases align with pain points your client has already expressed. Include links to detailed testimonials or use cases and logos of well-known companies you’ve worked with.
Use Dock’s built-in pricing tables to create a pricing proposal that includes one-time fees, recurring fees, and any other pricing details like taxes, discounts, and more.
To learn more about qualifying leads with the MEDDICC sales process and how to support the process with Dock Workspaces, check out our guide to MEDDIC Sales.
What is the MEDDIC Sales methodology?
MEDDIC Sales is a B2B sales methodology that helps you qualify prospects and spend time on the right buyers by working through this helpful acronym step-by-step:
- Metrics: How does your prospect measure their success?
- Economic buyer: Who on your buyer’s team can authorize spending?
- Decision criteria: What are your buyer’s considerations?
- Decision process: How does the buying team make decisions?
- Implicate pain: What is forcing them to buy with urgency?
- Champion: Who will advocate for you on your buyer’s team?
The goal of MEDDIC is to give teams a qualification workflow throughout the sales funnel so they can focus only on the buyers who are ready and willing to buy.