The MEDDPICC Reboot — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **TL;DR — MEDDPICC is a qualification checklist, not a sales process.** In 60 minutes you will (1) define each of the eight letters in plain English, (2) score three live deals on a 0–3 rubric per letter, (3) name your "score before forecasting" rule, and (4) walk out with a Champion vs Coach test, an EB vs DM test, and a Paper Process kickoff template. Run this once a quarter. Forecast accuracy on scored deals typically lifts double digits in the next cycle.

**Audience:** AEs running mid-market and enterprise B2B SaaS deals, $25K–$500K ACV. Manager facilitates. Bring three open opportunities each.

---

## Section 1 — Frame & The Eight Letters (5 min)

Open cold. No icebreaker. Put one sentence on screen: **"You cannot forecast a deal you have not qualified."**

Tell the room the lineage in 30 seconds: **Jack Napoli built MEDDIC at PTC in the 1990s** to qualify $1M+ CAD/CAM deals. **Dick Dunkel** co-authored it. **Darius Lahoutifard** later founded MEDDIC Academy. **Force Management** adopted a variant called Command of the Message. **Andy Whyte's 2020 book "MEDDPICC: The Ultimate Guide to Staying One Step Ahead"** added the second **P** (Paper Process) and re-popularized the framework. The extra **C** for Competition was added by practitioners through the 2010s.

State the eight letters once, slowly:

- **M — Metrics:** the quantified economic impact (dollars, hours, %).
- **E — Economic Buyer:** the one person who can spend discretionary budget without asking.
- **D — Decision Criteria:** what they will use to pick a vendor.
- **D — Decision Process:** the steps, dates, and approvers from now to signed.
- **P — Identify Pain:** the business pain, not the feature gap.
- **C — Champion:** an insider with power who sells for you when you are not in the room.
- **C — Competition:** every alternative, including "do nothing" and internal build.
- **P — Paper Process:** procurement, security, legal, and signature path.

Tell them: **"By minute 60 you will have scored a deal on all eight."**

## Section 2 — Walk The Letters With Real Examples (15 min)

Two minutes per letter. Use **verbatim discovery questions** the AE can lift tomorrow.

- **Metrics:** *"If we solve this, what number on your dashboard moves, by how much, and by when?"* Bad metric: "save time." Good metric: "cut DSO from 52 to 38 days, worth $1.4M in working capital."
- **Economic Buyer:** *"Who, by name, can approve a $180K unbudgeted spend this quarter without asking anyone else?"* If the answer is "we'd go to the committee," you have not met the EB.
- **Decision Criteria:** *"If you and your team built a one-page scorecard tomorrow, what are the top five rows?"* Then ask: *"Who wrote those rows?"* If a competitor wrote them, you are column-fodder.
- **Decision Process:** *"Walk me from today to the signature. What are the gates, who owns each one, and what is the date on each?"* Mutual Action Plan goes here.
- **Identify Pain:** *"What happens if you do nothing for another two quarters?"* If nothing bad happens, the deal will slip. Pain must have a cost and a deadline.
- **Champion:** Use the **Champion Test** — power, influence, gives, gets. They (a) have access to the EB, (b) take your call on a Friday at 5pm, (c) share information you did not ask for, (d) get something personal from your win (promotion, credibility, a quieter on-call).
- **Competition:** *"If we were not in this evaluation, who would you buy from, and why?"* Always list "status quo" and "build internally" as line items.
- **Paper Process:** *"Walk me through your security review, procurement, and signature workflow. How long did your last comparable purchase take from verbal to countersigned?"*

## Section 3 — The 0–3 Scoring Rubric (10 min)

Put this rubric on screen and leave it there for the rest of the hour:

- **0 — Blank.** You have not asked.
- **1 — Hypothesis.** You think you know. No proof.
- **2 — Confirmed by Champion.** Someone inside told you. One source.
- **3 — Confirmed in writing by the owner.** EB confirmed the metric in an email, or procurement sent you the workflow PDF.

Total possible: **24**. House rule: **a deal under 16 cannot be forecast Commit.** A deal under 12 cannot be Best Case. Write that rule on the whiteboard and photograph it.

```mermaid
flowchart TD
    A[Open Opportunity] --> B{Score all 8 letters}
    B --> C[Total 0-11]
    B --> D[Total 12-15]
    B --> E[Total 16-20]
    B --> F[Total 21-24]
    C --> G[Pipeline only - no forecast]
    D --> H[Best Case max]
    E --> I[Commit eligible]
    F --> J[Commit + late-stage motions unlocked]
    G --> K[Action: find Champion or disqualify]
    H --> K
    I --> L[Action: tighten weakest letter]
    J --> M[Action: drive Paper Process]
```

## Section 4 — Common Scoring Traps (10 min)

Five traps cost more deals than the framework saves. Cover them by name.

- **Champion vs Coach.** A Coach gives you information. A Champion **spends political capital for you**. If th

Letter	Score 0–3	Evidence (one line)	Next action this week
M
E
D-Criteria
D-Process
P-Pain
C-Champion
C-Competition
P-Paper

The MEDDPICC Reboot — 60-Min Training

Direct Answer

Section 1 — Frame & The Eight Letters (5 min)

Section 2 — Walk The Letters With Real Examples (15 min)

Section 3 — The 0–3 Scoring Rubric (10 min)

Section 4 — Common Scoring Traps (10 min)

Section 5 — Score Three Live Deals (15 min)

Section 6 — Commitments & Close (5 min)

FAQ

Sources

The MEDDPICC Reboot — 60-Min Training

Direct Answer

Section 1 — Frame & The Eight Letters (5 min)

Section 2 — Walk The Letters With Real Examples (15 min)

Section 3 — The 0–3 Scoring Rubric (10 min)

Section 4 — Common Scoring Traps (10 min)

Section 5 — Score Three Live Deals (15 min)

Section 6 — Commitments & Close (5 min)

FAQ

Sources

What does the score mean?