Glossary
MEDDIC
A deeper enterprise sales qualification framework: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion.
Definition
MEDDIC is an enterprise sales qualification methodology. Each letter is a discipline: Metrics (quantified business impact), Economic Buyer (who signs the check), Decision Criteria (formal evaluation criteria), Decision Process (steps and timing to a yes), Identify Pain (the urgent business problem), Champion (an internal advocate). Many teams extend it to MEDDPICC, adding Paper Process and Competition.
Why it matters
MEDDIC is the standard for complex, multi-stakeholder enterprise sales. It forces reps to qualify rigorously and is highly predictive of forecast accuracy.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
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