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MEDDICC: Using the Powerful MEDDICC Enterprise Sales Framework to Close High-Value Deals and Maximize Business Growth Kindle Edition

by Andy Whyte (Author), Dick Dunkel (Foreword), Jack Napoli (Foreword) Format: Kindle Edition
4.6 4.6 out of 5 stars 490 ratings
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MEDDICC is taking the Enterprise Sales, SaaS, and B2B Sales worlds by storm. MEDDICC is used by elite sales companies like Sprinklr, CrowdStrike, and Snowflake to generate billion-dollar revenues.

But, these revolutionary sales success systems can be implemented just as successfully by small business sales teams and salespeople of all experiences levels to incrementally increase the frequency of sales closed… and at significantly higher values.

The power of the MEDDICC system lies in its ability to make any sales process predictable and efficient. Exclusively in this MEDDICC guide, you will learn sales tactics directly from Andy Whyte, a sales leader who helped several organizations implement variations of MEDDIC and, more importantly, an A-level sales professional who has used MEDDICC and its principles in the field for many years at the top of the B2B and enterprise sales businesses. In this book, you are not learning from a sales trainer, you are learning top-level sales tactics from a salesman that successfully employs MEDDICC skills every day!

In this straightforward MEDDICC sales book, you will learn:

  • Valuable sales advice and real-world sales experiences from MEDDIC founder Dick Dunkel and ‘The Godfather of MEDDIC’, Jack Napoli
  • How to apply the MEDDICC framework to any sales deal and take control of the entire sales process, instead of playing catch-up, or adjusting to your competitors
  • How to allow your buyer to see the value of your sales solution and prevent them from perceiving you as too expensive
  • How to find, articulate and quantify your buyer’s pain, so that your solution seems like the ideal answer to their problem
  • How to gain access to the ‘power and influence’ in your buyer’s company and understand how their company makes buying decisions
  • How to understand your competition and their tactics, so that you can defend against their best strikes and counterattacks
  • How to keep yourself organized in the sales process, so you do not lose track of where you stand in the deal
  • How to use the acronyms in each system to win more sales deals, faster: Sales Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition and Risks.

“Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICC into what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to your process, and you'll begin to execute your customer interactions with more purpose and achieve better results. And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunities with clearer paths to success.” - Dick Dunkel, founder of MEDDIC

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  1. Print length
    271 pages
  2. Language
    English
  3. Publication date
    28 Nov. 2020
  4. File size
    2.3 MB
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About the Author

ANDY WHYTE is the founder of MEDDICC LTD, a leading resource for enterprise Sellers. He is an enterprise sales leader and has over fifteen years of experience working in sales, helping organizations improve their sales velocity.

Product details

  • ASIN ‏ : ‎ B08NZYBRQN
  • Publisher ‏ : ‎ Nielsen; 1st edition (28 Nov. 2020)
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 2.3 MB
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 271 pages
  • Customer reviews:
    4.6 4.6 out of 5 stars 490 ratings

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Andy Whyte

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4.6 out of 5 stars
490 global ratings

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Customers say

Customers find the book easy to read and understand. They find the content excellent, with great examples throughout. The book is concise and a valuable resource for anyone interested in understanding the topic. It provides practical advice and inspiration for deal cycles.

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ReadabilityValue for money
20 customers mention ‘Readability’20 positive0 negative

Customers find the book easy to read and well-written. They say it's an essential read for anyone in sales, with excellent content and helpful examples. The book is concise and understandable, making it relatable and practical.

"...On to the review. Andy has written a great book that covers the MEDDICC sales methodology and has also sprinkled it with his own experience and..." Read more

"...as he breaks down the MEDDICC complex sales strategy in a really accessible way...." Read more

"...With 7 easy steps, I have been able to think of new ways of moving my current deals to the next level!..." Read more

"Great book, clearly written and well organised. I have used to gain some inspiration during a difficult deal and some of the ideas were excellent...." Read more

18 customers mention ‘Value for money’18 positive0 negative

Customers find the book a valuable resource for all sellers. It provides practical advice and inspiration for deal cycles. They find it useful as a field guide and introduction to the MEDDICC Sales process, with great examples.

"...On to the review. Andy has written a great book that covers the MEDDICC sales methodology and has also sprinkled it with his own experience and..." Read more

"...I think MEDDICC is useful as both a field guide and also if you just want to understand the process an Enterprise Seller using MEDDICC goes through,..." Read more

"...gain some inspiration during a difficult deal and some of the ideas were excellent...." Read more

"...He is a practitioner rather than a theoretician, and you can tell by the companions (a deal sheet and the go-live plan) that he has put together to..." Read more

Great content but the book has been printed backwards!
5 out of 5 stars
Great content but the book has been printed backwards!
The content is excellent. Meddic as a qualification framework is very valuable. In my case, the book has been printed in reverse! You have to open the back cover to start and then turn pages from left to right. That confused me for the first few minutes!
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Top reviews from United Kingdom

  • @Timothy_Hughes
    5.0 out of 5 stars If you want to get on in sales, or improve your sales team, this is a great place to start
    Reviewed in the United Kingdom on 10 December 2020
    Verified Purchase
    I had the fortune to work with Andy at Oracle (he mentions his time at Oracle in the book). It was obvious to me, when I worked with Andy that he was restless to go on and do bigger and better things (yes there are things bigger and better things than Oracle) and this book is one of them.

    On to the review. Andy has written a great book that covers the MEDDICC sales methodology and has also sprinkled it with his own experience and case studies. I’ve read a lot of sales and marketing book and most of the are the same and conform to a ‘template”. While this “obviously” walks you through the MEDDICC sales methodology it avoids the traps of your “typical” sales book.

    I have to be honest that most sales methodologies are the same, but Andy puts up a great case for MEDDICC over and above, some of the others.

    Why would you read this book? You are looking to add some rigour to your own sales or your sales team. MEDDICC is something you could implement quickly and with little fuss and it would make a massive impact. Just using it as a tick list to make sure you have covered all the bases would be a start and would improve your win rate. Andy, also mentions how you can go full on with MEDDICC and I agree with him you “cannot get a little bit pregnant” and you should go all in.

    Great book, if you want to get on in sales, or improve your sales team, this is a great place to start. Highly recommended.

    Please be aware, that while I know Andy, I did purchase this book myself.

    4 people found this helpful
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  • AvidReader
    5.0 out of 5 stars Fantastic guide to Meddicc and inspirational story - Highly Recommended
    Reviewed in the United Kingdom on 15 December 2020
    Verified Purchase
    I've got a library of sales books from Brian Tracy mindset stuff through to SPIN Selling, Challenger Sale etc. Andy's book deserves a place in amongst the very best on the market as he breaks down the MEDDICC complex sales strategy in a really accessible way.

    I'm a real fan of the way he gives you his own story which is inspirational but also highlights areas that he has improved since implementing MEDDICC himself. It's the first book I've bought both the Kindle and physical copy to make notes in!

    I like things that are actionable in the here and now and the book lays out a clear strategy to use MEDDICC to qualify the sale (or perhaps most importantly qualify out those you should not spend time on).

    I think MEDDICC is useful as both a field guide and also if you just want to understand the process an Enterprise Seller using MEDDICC goes through, highly recommended!
    One person found this helpful
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  • Victorio
    5.0 out of 5 stars Excellent resource
    Reviewed in the United Kingdom on 6 December 2020
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    I have been in the sales industry for about 5 years, and have been taking the time to hone in on my skills in order to take my career to the next level. I found the methodology in this book to be relatable and easily implemented! With 7 easy steps, I have been able to think of new ways of moving my current deals to the next level! By just tweaking a few things that I had been taught along the way, with a couple of more skills found within this book, I can see that I’ll be able to uplevel my skill set so that I can stand out above my peers and competition!
    One person found this helpful
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  • Callum Barnes
    5.0 out of 5 stars A must have
    Reviewed in the United Kingdom on 12 March 2025
    Verified Purchase
    A must have guide for any sales person
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  • William
    5.0 out of 5 stars Great for inspiration in deal cycles
    Reviewed in the United Kingdom on 4 January 2021
    Verified Purchase
    Great book, clearly written and well organised. I have used to gain some inspiration during a difficult deal and some of the ideas were excellent. If I had one recommendation it would be to organise MEDDICC in the order that the elements are most heavily qualified (I appreciate it doesn't stop) with a chronology/timeline. I would also add more stories where things have not gone well so you can see the impact of not qualifying strongly, not just the benefits of doing so. Otherwise a great book, hence my 5 stars!
    One person found this helpful
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  • Luis Vasallo
    5.0 out of 5 stars An excellent guide to the complex enterprise sale
    Reviewed in the United Kingdom on 2 January 2021
    Verified Purchase
    This is an excellent book covering one of the most (if not the most) useful sales qualification frameworks out there. Andy can trace his knowledge of MEDDICC back to the originators, and he has perfected his craft in numerous sales leadership roles. He is a practitioner rather than a theoretician, and you can tell by the companions (a deal sheet and the go-live plan) that he has put together to help sales reps navigate the most complex enterprise sales scenarios. Thank you, Andy, and keep up the great work!
    One person found this helpful
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  • Bob
    5.0 out of 5 stars MEDDICC expertly explained
    Reviewed in the United Kingdom on 12 July 2021
    Verified Purchase
    This is an extremely insightful book. Andy breaks down MEDDICC to give a detailed explanation of each phase along with great practical examples so you can see it in action. The book will take you on a journey… I only wish I had this information 20 years ago. This is a must read for anyone in sales, particularly those at the front line of enterprise sales.
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Top reviews from other countries

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  • Jessica Martin
    5.0 out of 5 stars Good tool
    Reviewed in Canada on 19 December 2024
    Verified Purchase
    Being in the sales world for a while, this book really helped me get some perspective on the process of sales cycle. Prepping for prospecting and really qualifying your leads properly. Would definitely recommend and even read it twice with notes.
    Customer image
    Jessica Martin
    5.0 out of 5 stars
    Good tool

    Reviewed in Canada on 19 December 2024
    Being in the sales world for a while, this book really helped me get some perspective on the process of sales cycle. Prepping for prospecting and really qualifying your leads properly. Would definitely recommend and even read it twice with notes.
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  • Andres gamas
    5.0 out of 5 stars MEDDICC en mi proceso de ventas
    Reviewed in Mexico on 12 April 2024
    Verified Purchase
    Este libro abarca de manera específica cómo emplear una metodología de calificación a través de esquemas específicos, medibles y orientados al cierre de ventas.
    Es importante que consideres que NO es un proceso de ventas ya que este fungirá como un soporte al mismo.
    Andy Whyte describe y profundiza de manera simple y objetiva cada una de las siglas de MEDDICC.
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  • Stefan
    5.0 out of 5 stars Great sales book
    Reviewed in Germany on 20 December 2024
    Verified Purchase
    Must read for anyone selling a complex product!
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  • Fredrik E.
    5.0 out of 5 stars Essential
    Reviewed in Sweden on 30 April 2024
    Verified Purchase
    Essential sales qualification guide for anyone in the software and/or SaaS space. A must read!
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  • Anthony Patricio
    5.0 out of 5 stars Home Run!
    Reviewed in the United States on 2 January 2021
    Verified Purchase
    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.
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