MEDDIC: The Sales Qualification Methodology Explained

MEDDIC is a sales qualification framework built on six checkpoints: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion. It helps sales teams qualify deals rigorously — separating opportunities that will close from those that merely feel promising — so forecasts get more accurate.

What does MEDDIC stand for?

• Metrics — the quantified value your solution delivers (the numbers that justify the spend).
• Economic buyer — the person with budget authority to approve the purchase.
• Decision criteria — the requirements the buyer will evaluate vendors against.
• Decision process — the steps and people involved in reaching a yes.
• Identify pain — the compelling business problem creating urgency.
• Champion — an influential internal advocate who sells for you when you're not there.

What is MEDDIC in sales — and why use it?

MEDDIC isn't a script for talking to prospects; it's a lens for judging deals. After each conversation you ask, "Do I have a real answer for each of the six?" The gaps are your risks and your next steps. A deal where you've nailed Metrics, Pain, and Champion but never met the Economic buyer isn't qualified yet — and MEDDIC makes that obvious before it surprises you on the forecast.

The payoff is discipline: reps chase fewer dead deals, managers trust the pipeline more, and "happy ears" stop inflating the quarter.

The MEDDIC sales process, step by step

1. Identify pain early. No compelling problem, no deal — qualify out fast.
2. Quantify the metrics. Turn the pain into numbers the buyer can defend internally.
3. Find the economic buyer. Get to the person who controls the money, not just the user.
4. Map the decision criteria and process. Learn how they'll decide and what steps lead to signature.
5. Build a champion. Develop an advocate with influence and something to gain.
6. Re-qualify continuously. Score the six at every stage; the weak ones drive your plan.

MEDDIC vs MEDDPICC

MEDDIC is the original six. MEDDPICC adds Paper process (procurement, legal, security) and Competition — the two areas that most often sink late-stage deals. If your losses cluster around "stuck in legal" or "lost to a rival/status quo," the fuller framework helps. See our MEDDPICC guide for the expanded version and a checklist.

Qualify from a clean record, not memory

MEDDIC only works if you actually capture what the prospect said about budget, criteria, and process — and that's hard while you're running the call. Nod captures the conversation from your Mac's audio without a bot joining, and produces a structured summary — topics, decisions, action items, and open questions — so you can score the six dimensions afterward from facts, not recollection, and search across deals to find which ones are missing a champion or an economic buyer.

Capture is local on your Mac; transcription runs in the EU cloud with Zero Data Retention and no stored audio — only the transcript and summary are kept, encrypted in the EU. More in AI notes for sales calls.