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Most Sales Pipelines lie to their owners.

MEDDPICC is the discipline that tells the truth. Eight elements. One framework. The difference between a forecast you can stand behind and one you are quietly hoping for.

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The Reality

Gut feel is not
a qualification strategy.

Too many deals that never had a chance make it deep into the sales cycle - believed by the rep, approved by the manager, and carried in the forecast until they quietly disappear. MEDDPICC gives teams the structure to know what they actually have - and the confidence to act on it.

Reality Check
67%
of forecasted deals never close as predicted
Reality Check
40%
of sales cycles end in no decision - not a loss, just silence
Reality Check
1 in 3
deals stall because the Economic Buyer was never identified
When Prepared
2x
fully qualified deals are twice as likely to close on the rep's projected timeline
When Prepared
Top 20%
of reps can tell you exactly why they'll win a deal before the proposal is written
When Prepared
30% faster
deals with a confirmed Champion and mapped Decision Process close significantly faster
"A deal you can't critique honestly is a deal you don't actually understand. And a deal you don't understand isn't in your pipeline - it's in your imagination."
The Framework

Eight elements.
Every one matters.

MEDDPICC gives you a common language for deal health across your entire team. Eight elements. Each one a category of knowledge you either have - or don't.

There is no universal weighting. Every industry, every solution, and every buyer is different. Where MEDDPICC gets powerful is in the customization - knowing which elements matter most in your specific context, with your specific buyer, at each stage of your specific sales cycle. That's not a framework problem. That's a coaching conversation.

Hover over each element for a coaching insight

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Metrics
The quantified business outcomes the prospect expects your solution to deliver. Revenue generated. Cost reduced. Risk eliminated. If success isn't defined in numbers - it isn't defined.
"The rep who lets the prospect define success in vague terms will lose the deal to the rep who helped them put a number on it. Build a simple business case together - that's your why now."
E
Economic Buyer
The single individual with the authority to release budget and say yes. Not a committee. Not your champion. The one person whose yes is the only yes that matters.
"Get to the person who actually signs early. If you don't know them - your competition probably does. And that alone cuts your odds in half."
D
Decision Criteria
The standards the prospect will use to choose between providers. You don't need an RFP for this conversation to matter - it's already happening with or without you.
"Even without an RFP - make sure you're the one influencing the must-haves. This is your best window to plant the right questions before the competition walks in the door."
D
Decision Process
Every internal step the prospect must take between today and a signed contract. When you understand it - you can orchestrate it. When you don't - you're waiting for something to happen.
"Walk the prospect through every step from today to signed - and listen carefully. You'll surface other names, other influencers, and sometimes the person your competitor has already been talking to."
P
Paper Process
Everything that happens after a verbal yes. Contract review. Legal redlines. Procurement sign-off. More deals die here than in any closing meeting.
"Get the agreement in front of the customer early - way before the 11th hour. More deals slow down in a lawyer's inbox than in a closing meeting. And if your contract isn't a sales tool? Get it fixed."
I
Identify Pain
A specific, quantified problem with a name, a cost, and an owner. Not a general interest. A real pain that someone loses sleep over - and can put a dollar figure on.
"Don't just find the company's pain - find the individual's. How are they measured? What does a good year look like for them personally? The best deals solve a business problem and make someone's life easier at the same time."
C
Champion
The internal advocate with power, influence, and a personal stake in your success. They sell on your behalf in every room you're never invited into.
"Your Champion is the person still selling for you after you've left the building. In a tiebreak, behind closed doors, in a meeting you'll never be invited to - they're the one making the case. Choose carefully. Develop deliberately."
C
Competition
Every alternative the prospect is evaluating - including doing nothing. Know who's in the room before you assume you're the frontrunner.
"You don't win by tearing down the competition. You win by being so clear on what you deliver - and so specific about why it matters - that the gap speaks for itself."
Score Your Deal

How healthy is
your deal?

Rate each element from 0 to 3 based on what you actually know - not what you think you know. Takes about 60 seconds. Be honest.

M
Metrics
Do you have a specific number that quantifies the value of solving this problem for the prospect?
0
NonePartialMostlyConfirmed
E
Economic Buyer
Have you had a direct conversation with the person who controls the budget and can say yes?
0
NonePartialMostlyConfirmed
D
Decision Criteria
Do you know the specific criteria they will use to make their decision - and have you helped shape them?
0
NonePartialMostlyConfirmed
D
Decision Process
Can you map every internal step between today and a signed contract?
0
NonePartialMostlyConfirmed
P
Paper Process
Have you seen or discussed the contract and procurement process with the prospect?
0
NonePartialMostlyConfirmed
I
Identify Pain
Can you name the specific business pain, put a dollar figure on it, and identify who owns it?
0
NonePartialMostlyConfirmed
C
Champion
Do you have someone internal who is actively selling on your behalf when you are not in the room?
0
NonePartialMostlyConfirmed
C
Competition
Do you know who else is in the conversation and how your strengths compare to theirs?
0
NonePartialMostlyConfirmed
About
Kelly Lorincz
Kelly Lorincz
Revenue Leader - Deal Qualification Specialist

"Thirty years in enterprise sales teaches you one thing above everything else: the deals you lose are almost never lost in the closing meeting. They were lost three conversations earlier, when the right questions weren't asked."

Leading revenue teams across some of the most competitive and complex B2B sales environments in the world shapes how you think about deal qualification.

MEDDPICC is the framework that came out of that experience - built to give sales teams a common language for deal health, sharper forecasts, and the kind of structured thinking that turns good reps into great ones.

Ask the right questions at the right time. Know what you know and what you don't. Build a pipeline you can actually stand behind. Win more business.

30+
Years in B2B sales leadership
F500
Enterprise accounts closed across multiple industries
CRO
Built and led revenue functions from the ground up
1,000s
Enterprise deals reviewed and assessed across industries and sales cycles
Get In Touch

A question.
A deal.
A conversation.

Have a deal you're thinking through? A question about the framework? Drop a line.

100percentclosed@gmail.com