What is MEDDPICC?
MEDDPICC is a sales qualification methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition.
What is MEDDPICC in sales?
MEDDPICC is a sales qualification methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. It helps sales teams systematically qualify deals and identify risk. According to The CRO Report, MEDDPICC appears in 18.4% of VP Sales job postings — the most cited specific sales methodology in executive hiring.
MEDDPICC is the most widely adopted enterprise sales methodology, used to qualify complex B2B deals. It provides a framework for understanding whether a deal is real, who controls the decision, and how to win.
What Each Letter Means
M = Metrics (quantified business impact), E = Economic Buyer (person with budget authority), D = Decision Criteria (how they evaluate vendors), D = Decision Process (steps to purchase), P = Paper Process (procurement, legal, security), I = Identify Pain (the business problem), C = Champion (internal advocate with power and influence), C = Competition (who else they are evaluating).
MEDDPICC Adoption Rates
Based on our analysis of 1,298 VP Sales and CRO job postings, MEDDPICC is mentioned in 35%+ of enterprise sales roles, making it the most-requested methodology. It is especially prevalent in SaaS companies selling deals above $50K ACV.
MEDDPICC vs MEDDIC
MEDDPICC added two letters to the original MEDDIC framework: the second P (Paper Process) and the second C (Competition). The Paper Process addition reflects the growing complexity of enterprise procurement, while Competition was added to formalize competitive positioning in the framework.
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