1The framework
The eight elements of MEDDPICC.
Eight checks on whether a deal is real, scored on buyer evidence rather than seller optimism. Each one links to its full definition.
Metrics
The quantified value the buyer is trying to win, in their numbers, not yours.
View glossary term →EEconomic buyer
The person with the authority to release the budget, met in person, not assumed.
View glossary term →DDecision criteria
The yardstick the buyer will actually judge against, technical, commercial and personal.
View glossary term →DDecision process
The steps, people and dates between now and a signature, mapped with the buyer.
View glossary term →PPaper process
The legal, security and procurement path a signed deal has to clear before it closes.
View glossary term →IIdentify pain
The problem costly enough that doing nothing is no longer an option for the buyer.
View glossary term →CChampion
An insider with the influence and the motive to sell the deal when you're not in the room.
View glossary term →CCompetition
Every alternative the buyer is weighing, including rivals, status quo and build-it-yourself.
View glossary term →2The tool
Score a live deal in two minutes.
Rate each element on what the buyer has actually said or done, not on how the call felt. The scorecard turns eight judgements into one red, amber or green call you can defend in a forecast.
Buyer evidence over opinion. That's the whole point.
3Run it
Understand it and run it so it shows up in the week.
MEDDPICC explained: a practical guide for founders and sales leaders
What each element means, where it came from, and how to put it to work without turning the team into form-fillers.
Read the guide →DiagnosisWhy MEDDPICC fails
Most teams adopt the letters and still miss the number. The failure is rarely the framework. It is how it gets run.
Read the article →ComparisonMEDDIC vs MEDDPICC vs MEDDICC
Three letters apart, and each addition exists for a reason. Which one fits your deals, and when the extra checks earn their place.
Read the comparison →CoachingHow to coach deals with MEDDPICC
Turn the scorecard into a deal review that moves the deal forward, with the questions that surface risk on the weekly call.
Read the playbook →4Where it fits
Qualification is one model. We run it.
A repeatable deal is driven by three models: the process a deal moves through, the method a seller uses at each step, and the qualification that proves it's real. MEDDPICC is the qualification model. Set against a standard of good, the three together decide the next best action for this deal, right now.
What drives the deal
The output
Next best action
This deal, this stage, now.
The next step
Make qualification stick, not just score it.
A scorecard tells you where a deal stands. Running the standard week after week is how it shows up in the forecast.
Leading a team already running it? Look at Live Deal Coaching.