The MEDDIC framework revolutionised enterprise sales qualification when it was developed at PTC in the 1990s. Standing for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion, MEDDIC provides a structured approach to understanding complex B2B deals. MEDDIC differs from simpler frameworks like BANT by focusing on the complete buying dynamic—not just budget and timeline, but the people, process, and pain that drive decisions. Many organisations have extended MEDDIC to MEDDPICC, adding Paper Process and Competition for even more comprehensive qualification. Whether you use MEDDIC or MEDDPICC, the key is consistent implementation. Talkpoint helps by turning the framework into structured scans that capture qualification data systematically, scoring each element and generating insights for your next conversation.
How it works
From scan to conversation in three simple steps
Understand each MEDDIC element
Learn what Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion mean for your deals.
Create qualification scans
Build structured questions for each MEDDIC element. Use our MEDDPICC template as a starting point.
Implement across your team
Every rep uses the same MEDDIC framework. Track scores over time to improve forecast accuracy.
What you get
Everything you need to start better sales conversations
MEDDIC element scoring
Visual scores for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
Framework consistency
Every deal is qualified against the same MEDDIC criteria. No more subjective assessments.
Gap identification
Instantly see which MEDDIC elements are weak and need attention before the deal stalls.
Training reinforcement
Reps learn MEDDIC by using it. Structured scans reinforce the framework with every prospect.
Pipeline visibility
Aggregate MEDDIC scores across your pipeline to identify deals at risk.
MEDDPICC extension
Easily extend to MEDDPICC by adding Paper Process and Competition to your scans.
When to use this
Common scenarios where this approach adds value
B2B sales qualification
Any enterprise deal where understanding the buying dynamic is critical to success.
Sales methodology rollout
Implement MEDDIC as your standard qualification framework with structured tooling.
Pipeline reviews
Use MEDDIC scores to objectively evaluate deal quality during forecast calls.
New rep onboarding
Accelerate MEDDIC learning by having new reps use structured qualification from day one.
Example talking points
AI-generated conversation starters based on scan responses
- 1The Metrics element is about quantifiable success measures. What specific outcomes would make this a win for your organisation?
- 2For Economic Buyer, we need to understand who controls the budget. Is that person involved in this evaluation?
- 3Decision Criteria reveals how you'll choose between options. What must any solution include to be considered?
- 4Champion identification is critical—who internally will advocate for this project when we're not in the room?