In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales.

Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale

Resources:

Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale

Andy on LinkedIn

MEDDICC.com

Book: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

Book: The Challenger Sale: Taking Control of the Customer Conversation

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Andy Whyte:

I think the thing is this, a lot of… MEDDICC is probably the most widely used methodology or framework or whatever you want to call it, in enterprise sales. What you find is that everyone has a different word for it. As a salesperson, you really only have one thing, one asset that really is going to dictate how successful you are and that’s time.

 

Andy Whyte:

The paper process is the one that will have the biggest impact on whether your deal will close on time when you think it will. Because once you’re a vendor of choice, once you’re past selling and you’re into closing, it’s the paper process that takes the time and…

 

Will Barron:

Hello, Sales nation. My name is Will Barron and I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we have an absolute legend. We have Andy Whyte. He is the author of the book MEDDICC. You can find at meddicc.com, which is M-E-D-D-I-C-C.com.

 

Will Barron:

On today’s episode, unsurprisingly, we’re talking about MEDDICC as a framework and how it can help you close more complex and enterprise-level sales. Everything we talk about in this episode is available in the show notes over at salesman.org. With that said, let’s jump right into it. Andy, welcome to the Salesmen Podcast.

 

Andy Whyte:

Thank you, Will. It’s awesome to be here. As I’ve mentioned to you before, I’m a big fan. I’ve been watching the shows. Thank you for having me on.

 

Andy’s Definition of MEDDICC · [01:30]

 

Will Barron:

I appreciate it. I’m excited to have you on. On this episode, we’re going to get into MEDDICC. We’re going to hopefully break down the analogy and go through each of these sections the best we can in the time that we have. But Andy, how do you describe MEDDICC? Would you say it’s a sales methodology or do you have a better way or a different way of describing what it is?

 

Andy Whyte:

Yeah, great question. I think the thing is this, a lot of… MEDDICC, is probably the most widely used methodology or framework or whatever you want to c...