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

by Whyte Mr Andy

The Customer Everything should start with the customer, and this book is no different. Within this book, the customer is the person or organization that is the buying party. They can be both a prospective and existing customer to the Seller. The Solution Provider The Solution Provider is the organization that is looking to sell its solution to the customer. You work for a solution provider. Coach The Coach is helpful towards the Seller and gives useful information. However, they are either not qualified to be a Champion, or the Seller has yet to test whether they measure up to be a Champion. Champion A Champion is a person who has power, influence, and credibility within the customer's organization. They have been qualified as someone who is both helping us by giving us useful information and selling internally for us. They also need to have a personal interest in the success of our deal. Economic Buyer The Economic Buyer is the overall authority in which the budget for your deal rolls up to. They are generally more senior executives and are focused on the high-level business outcomes of your deal. They are known as the person who can say "No" when other people say "Yes", and vice versa. Technical Buyer The Technical Buyer is the technical authority on your deal. Their approval is usually required for your deal to pass the technical elements of the Decision Criteria. Users Users are the people who will be using your solution from day-to-day. They are often in the sales pro...