MEDDIC
MEDDIC
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion
MEDDIC is a qualification discipline before it is a question list. Its value is in refusing to let a deal look healthier than its weakest letter. That is work a brain is unusually good at, because it never gets attached to a deal.
All five methodologies
It holds the qualification state, not just the transcript
After every call the brain knows which of the six are answered and which are still blank. Not a summary of what was said — a live view of what is still missing. Metrics without a number is blank. A champion who has never defended you when you were not in the room is blank.
It asks for the missing letter, in the right order
Economic buyer is the one most teams skip and most forecasts die on. The brain asks early, asks plainly, and asks again when the answer was a name rather than access. It will not spend a second call on decision criteria while the economic buyer is still unidentified.
It makes the gaps visible before the forecast does
A deal with four letters answered and two blank reads as a deal with two blanks, in every brief the brain writes for every rep who touches it. Nobody has to remember to ask; the absence is the thing on the page.
What it will not do.
It will not mark a letter answered on an inference. A champion is someone who has acted, not someone who was friendly on a call — and the brain says so rather than flattering the pipeline.