Tired of using MEDDICC? I was too because it was ruining more relationships than it was helping for deals under $500k.
- Complexity
- Steep Learning Curve – MEDDICC can be complex to learn and implement, especially for new sales reps.
- Increased Cost – Since there’s a steep learning curve, you’re now having to pay more money for seasoned reps.
- Time Consuming – The in-depth qualification process can be time consuming particularly for deals with shorter sales cycles.
- Rigidity
- Overly Structured: Strict adherence to MEDDIC can sometimes hinder flexibility and creativity in sales conversations.
- Not Suitable for All Sales Scenarios: It’s not ideal for low-value or high-volume sales, where a simpler approach might be more efficient.
- Resource Intensive
- Training and Implementation Costs: Implementing MEDDIC requires significant training and resources, which can be a barrier for smaller companies.
- Potential for Misapplication
- Overemphasis on Process: A strong focus on the process can sometimes overshadow the importance of building genuine relationships with customers.
- Missed Opportunities: If not applied correctly, MEDDIC can lead to missed opportunities, especially if salespeople become too focused on ticking boxes.
- Pipeline of Gain not Pain
- You can build a pipeline full of all the answers to MEDDICC and still not have a conversation that dug to the root of the pain and gives you a pipeline of pain!
- Close deals faster with the PTV Method, under 45 days!
- Relationships not Built
- Many reps and leaders have shared that MEDDICC has its place but the formal questions just interrupt the natural relationship building process.
- Why this matters – relationships are everything and more and more in 2024 people are choosing to buy products based on trust and they get that trust from their peers.
- Therefore if you are not focused on relationships then you don’t become the recommended vendor from their trusted peers.
- No matter how good your demo is, sometimes its about who you know.
What should be used?
There are several popular methods to growing a sales pipeline. I leaned more on the CHALLENGER Sales method but then after 3000 discovery calls and $4M closed in one year I started to develop my own method.
I’m here to tell you as an SDR, AE, Sales Engineer, Director, VP and CEO that I simplified the SaaS sales process so you can…
CLOSE DEALS FASTER = ENTER THE PTV METHOD™
Want to learn how you can go BEYOND MEDDICC? Book me now. And share this eBook with your team. View the eBook now!
