MEDDICC: The ultimate guide to staying one step ahead in the complex sale Paperback – November 25, 2020

I came across the MEDDICC methodology from a podcast series (Hunters + Unicorns). I was led to the podcast because I follow John Kaplan and the work of his company, Force Management. A couple of things are important to outline. First, I've spent 20 years in enterprise sales, 9 of which was with the largest and most successful company in my industry (staffing). In my 9 years with that company, they never rolled out a succinct sales formula even close to something like MEDDICC. They had a sales process but it was flat and two dimensional. The company was highly successful in spite of itself. It was trial by fire and only the best survived. Thankfully, I had great mentors and coaches who were elite sellers in the company, and I learned my craft by piecing together their best practices and working hard to implement them into my sales game. A couple years after I left the company to start my own business, they engaged John Kaplan and Force Management to help implement MEDDICC into their foundational process. I wanted to figure out what "MEDDICC" was, but very few resources existed to understand it from a tactical perspective. I searched high and low for resources to learn MEDDICC, and just as importantly, how to implement it into your overall sales methodology. I stumbled across Andy's book, and BOOM!, there it was in black & white. On top of that, the co-creators of MEDDICC Dick Dunkel and Jack Napoli helped to contribute to the overall arch of the book. I've read countless sales books over the last 20 years, and there are some good ones, but this is the most succinct sales execution book I've ever read. This book is ideal for enterprise sales environments, and probably even better for technology or complex sales cycles. I'm selling to organizations who are making multi-million dollar buying decisions, and half the time they don't have a qualified buying process which can make selling and closing feel like vudu. What I love about MEDDICC, and more specifically Andy's book, is that it gives you a process for how to guide your prospect towards an effective buying process. Just as importantly, MEDDICC and the tools that are outlined in the book give the seller an effective way to qualify in or out of the deal. One of my mentors early on would preach that a "qualified NO", was just as good or better than a "qualified YES". What I've found is that elite sellers know what deals in their pipeline are "real", and what's "pie-in-the-sky". If you want to be an elite seller you have to demystify the winners and losers in your pipeline, and take the guessing out of forecasting wins and losses. If you want to understand MEDDICC and if you're looking for an elite qualification process this is the best book I've ever read on the topic. Reading this book confirmed many of my lessons learned in enterprise sales, and uncovered a number of my blind spots. When you can find a book that challenges you after 20 years in the craft, that's saying something. Thank you Andy for contributing to the sales profession in such a profound way and for capturing for all of us the magic of what John McMahon, and all the folks at PTC developed. We can all benefit from what has proven to be the best sales qualification process ever developed, and this is the best book to do that.

I learned allot from this book. It’s well thought out , and goes very much in depth in the MEDDIC process.

Our firm has implemented MEDDICC within the sales organization. I read this book so I could better understand the methodology they’re using. The methodology is understandable and the book provides good examples. The editor missed quite a few typos throughout which required me to read certain passages multiple times to figure out what was intended. An example was interchanging Competition and Customer.I’ve also listened to the MEDDICC podcast, which I found very valuable.

Andy has done a very though job of covering the MEDDICC qualification methodology in detail with this book. He related the methodology to an enterprise level sales process - to give readers context on how MEDDICC or any of it's derivatives - MEDDPICC or the original MEDDIC are used to continuously qualify whether your opportunity is headed toward closure in a timely manner or headed toward no decision. As a MEDDICC trainer, I have recommended this book to several clients as reference material or as pre-requisite to a customized training session.

I've been seeking more knowledge about MEDDICC recently and after reading a couple of books on the subject found this to be the most complete version by far. Andy does a great job describing the basics and also sharing practical tips and examples throughout. This is a terrific resource for both ICs and leaders. I've already shared many of the concepts in this book with my current company + sales team, all of which has been received well. Thanks Andy for writing this book and providing resources such as the Go-Live Plan and Closing Checklist. You're helping reps and those in the sales profession up their game!

Got this book for my husband who is a sales executive in the tech industry. He said it’s the best book he’s ever read which covers MEDDICC in the most comprehensible and relatable way.A great book to purchase for someone you know who is passionate about enterprise sales

I'm a first-year AE so a lot of stuff is still new to me and I'm learning lots.With that said, I've been lucky to find a couple of good sales books. This is one of them. It does a great job showing you how under-performing reps behave and how elite sellers behave. The book has minimal "fluff" in it and a lot of the insights in it are highly applicable, right away. I highly recommend this book if a lot of your deals are slipping through the cracks and you don't understand why.

There is something here for everyone which is what captured my imagination.When I saw how Andy covered not only MEDDIC but some of the ancillary methodologies that when used properly work in, what some would say, an almost “frictionless” way to advance your opportunities.Perhaps you are:• A well-educated MEDDIC Elite Enterprise seller looking for an edge.• Newly introduced to MEDDIC in a casual or haphazard learning / reinforcement environment or• Brand new to it and looking for a few tips or techniques to improve your customer facing skills