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INTRO

MEDDPIC Sales Qualification Framework

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MEDDPIC is an enterprise sales methodology based on qualification for B2B sales. Created by Dick Dunkel and Jack Napoli from PTC corporation. Today it is regarded as one of the most popular and successful sales qualification approaches in the industry.
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METRICS

TL
Economic impact of solution
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ECONOMIC BUYER

TL
Who is the budget holder
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DECISION CRITERIA

TL
Criteria to compare vendors
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DECISION PROCESS

TL
Process to select & purchase
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PAPER PROCESS

TL
The internal paper process
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IDENTIFIED PAIN

TL
Their pain? Consequences?
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CHAMPION

TL
Power and influence on deal
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New

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