How to use MEDDPICC for B2B sales success with MEDDICC Playbook

Managing prescription spend shouldn’t be complicated. SHARx brings together data and processes to give employers and brokers a complete view of prescription costs. By connecting the pieces, we simplify complex challenges, improve transparency, and help you make smarter, more informed decisions for your members. #TestimonialTuesday #SHARx

 As a founder, MEDDIC gave us clarity: metrics, economic buyer, decision criteria, decision process, identify pain, and a champion. But our deals still slipped at procurement. When we upgraded to MEDDPIC, adding the Paper Process (and in many orgs, an explicit look at competition)—our forecast tightened. We map legal, security, vendor onboarding, and who signs what, when. It’s not just admin; it’s risk control. Tip: document the buyer’s paper milestones in your CRM with dates and owners. You’ll spot red flags a month earlier. How have you de-risked the paper maze without slowing momentum? Share your best step in the P stage. #MEDDIC #EnterpriseSales #SalesProcess #B2B #FounderLife

Ever lost a deal? Yeah… it stings. 😬 The easiest thing to do is blame external factors, but the reality is, it’s worth reflecting on what 𝙮𝙤𝙪 could’ve done differently. Andy Whyte shares a deal he lost because he didn’t influence the Decision Criteria well. At the time, he treated MEDDPICC like an X-ray tool 🩻 ... Only able to spot the problem 𝘢𝘧𝘵𝘦𝘳 it happened, instead of proactively shaping the customer’s criteria around his strengths. Just because you may have the best solution for your prospect doesn’t mean they’ll know it. You need to show them! Remember, Not All MEDDIC Is Equal #NAMIE 💬 Watch the full story, and share your own deal-loss lessons below. ❓ What do you/ would you do differently next time? #DecisionCriiteria #MEDDIC #SalesSuccess #DealReview

Yesterday I delivered the first MEDDPICC workshop in Softcat, and this is what I took away from it: ☑️ MEDDPICC does not replace our sales process or qualification methodologies. It is a checklist to help identify knowledge gaps early. ☑️ You do not need to use MEDDPICC on every opportunity and customer, it will help you to gain understanding and drive real value in complex deals. ☑️ It is a framework that has to improve the customer experience, not slow it down or hinder it. ☑️ By enabling our sales team on MEDDPICC, we will be creating a common language internally as well as with our vendors and partners. There is so much more to MEDDPICC, and I am really excited to share it with our sales team this year so that they can close more deals and faster!

As a founder, choosing a sales methodology isn’t religion; it’s situational engineering. When I stack MEDDICC, MEDDPICC, and SPICED side by side, the trade-off is clarity vs. speed. MEDDICC gives me crisp qualification. MEDDPICC forces me to de-risk the admin gauntlet and competitors. SPICED keeps discovery human and momentum high. We now open complex cycles with a MEDDPICC checklist, then run discovery using SPICED prompts to surface impact and decision dynamics. Result: fewer end-of-quarter stalls and shorter time-to-value. What combo has actually moved your win rate, not just your vocabulary?  #SalesMethodology #MEDDICC #SPICED #B2BSales #RevenueLeadership

Are you correctly mapping the Decision Process in MEDDPICC? Steal Steve Myers's checklist: - Who makes the call (and who can kill it?) - What are the steps (and why those steps?) - When does each part happen (what’s the actual timeline?) - Where does power sit (HQ or regional?) - Why is this process in place (what are they protecting?) - How does a “yes” become a signed contract? If you don’t know this... You don’t know your deal. Read more in our #MEDDPICC blog series here: https://lnkd.in/dEKHncbY #sales #salescoaching

Venues often underestimate how much activity happens outside their walls. For a recent performance by Herb Alpert & The Tijuana Brass, 64 tickets sold on the secondary market — creating nearly $10K in uncovered revenue. With RevPro’s open distribution and reporting, partners see this data in real time and act on it. Visibility = Control. #OpenDistribution #VenueInsights #RevPro

A streamlined and comprehensive sample management program is critical to your brand’s success. Precision, compliance, and seamless integration are non-negotiable in healthcare sample management. Samplicity by Knipper Health provides the comprehensive solution your organization requires. Our comprehensive integrated platform optimizes sample management workflows for both Direct-to-Representative and Direct-to-Practitioner models. The solution is enhanced by robust program support from our Contact Center and real-time operational transparency through our Advanced Analytics client reporting portal, which provides immediate access to program data, inventory levels, and activity metrics. Watch the video to learn how Samplicity can optimize your sampling strategy and ensure compliance. https://lnkd.in/eWCSbtGg #PharmaceuticalSampling #HCPEngagement #Samplicity #KnipperHealth

A Covington team led by Alicia Zhang and Brian Rosenzweig advised the underwriters on MindMed’s $258.9 million follow-on offering: https://okt.to/fcW7M2

Frameworks like MEDDPICC aren’t just for AEs closing seven-figure deals - they’re the navigation system for SDRs too. Think of it like flying a plane. A pilot wouldn’t take off without knowing their instruments, altitude, and route. Yet so many SDRs “fly blind” when prospecting, chasing meetings without understanding the real signals behind a qualified opportunity. Here’s how to fly with precision: Metrics - know what measurable impact you’re promising Economic Buyer - identify who’s truly in control of the landing strip Champion - find the co-pilot who wants you to arrive safely When you apply MEDDPICC early, every outreach, every conversation, every meeting becomes deliberate. It’s the difference between hoping for clear skies and plotting your exact route. How many SDRs here are still flying on instinct instead of instruments? #Sales #SDR #BDR #SalesLeadership #SalesEnablement #PipelineGeneration