How to Win In Sales Using MEDDICC: Secrets from Its Creator

In this episode, we sit down with Dick Dunkel, the original inventor of the acronym MEDDIC (MEDDICC), the most widely used qualification framework (MEDDPICC) in software sales, SaaS sales, and IT sales. We speak about the real story behind MEDDIC´s creation, how it became a global standard in tech sales, and why it’s still relevant in 2025. This conversation is packed with insights for SDRs, Account Executives, and Sales Leaders in software sales and IT sales.

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Chapters:
00:00 - Intro: The Man Behind MEDDICC
02:00 - How MEDDICC Was Discovered at PTC
05:15 - The 3 Questions That Started It All
08:30 - Why MEDDICC Became a Global Standard
11:45 - What Makes MEDDICC So Effective
14:10 - Is MEDDICC Still Relevant in 2025?
17:00 - The Swiss Army Knife of Sales
20:15 - Common Mistakes When Implementing MEDDICC
23:30 - Sales Enablement and Changing Behavior
27:50 - What Happens When You Miss a Step
30:40 - How MEDDICC Helps with Forecast Accuracy
35:10 - Coaching with MEDDICC: The Scoring System
39:30 - Why Qualification = Time Management
42:00 - Sales Leadership and MEDDICC Adoption
46:00 - How to Embed MEDDICC in Sales Culture
49:30 - Final Thoughts: Sales is a Lifecycle

#meddic #softwaresales #saassales #itsales #techsales #meddicc #meddpicc

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Видео How to Win In Sales Using MEDDICC: Secrets from Its Creator канала SOFTWARE SALES FORMULA (ehem. DEAL Podcast)