Mark Osborne breaks down MEDDPICC, a sales qualification framework that helps sellers navigate complex deals. The eight elements cover metrics, the economic buyer, decision criteria and process, paperwork, pain implications, champions, and competition. Learn how to build a financial case and move deals forward.
So anyways, M is metrics. That's what you use to build a financial business case. E is your economic buyer. That's the person who controls budget or has budget that they can deploy. Your first D is decision criteria. So that's like your wishlist, what you want in your future state solution that hopefully aligns to what whoever is selling to you can offer. The other D is decision process. So how are you gonna buy the thing? P is for more complex sales. That's the paper process. That's more like legal side of things. The I is the implication. Of pain. So that's just not just like, what's the problem, but what does the problem like deeply mean and the outcomes of that thing. Uh, the first C is, uh, your champions. That's who's selling for you when you are not there, that's been tested, that has access to power and a vested interest in your success. And the final, uh, C is competition— internal, external. Who am I competing against? MEDD, PICC, or MEDD ICC?
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