MEDDPICC MEDDPICC
Sales qualification, built for enterprise B2B

See every deal clearly.
Win more of the right ones.

MEDDPICC gives you eight-part clarity on every deal in your pipeline, so gut feel stops running your forecast.
Know what's real. Know what's next.

Run your Deal Check Explore the framework
Qualify harder. Win more.
The problem

Most reps guess. MEDDPICC confirms.
That's the difference between a forecast and a hope.

40%
of B2B purchase attempts end in no decision, not a loss to a competitor.
6 to 10
stakeholders sit inside the average B2B buying group today.
77%
of B2B buyers say their most recent purchase felt very complex or difficult.
74%
of sellers say a documented deal plan directly increases their win rate.
How MEDDPICC works

Clarity. Focus. Action. Confidence.

1

Clarity

Know where the deal actually stands, not where you hope it stands.

2

Focus

Know what matters next, out of everything you could be chasing.

3

Action

Know what to do about it, in the very next conversation.

4

Confidence

Forecast what you can prove, and stand behind the number.

Why it works

MEDDPICC should feel like coaching,
not an inspection.

01

Built for coaching, not judgment

Deal reviews become conversations about what to do next, not audits of what got missed.

02

One shared language

When a rep, a manager, and a VP all say "qualified," they finally mean the same thing.

03

Catches risk early

A weak element shows up weeks before it becomes a slipped close date, not after.

04

Makes forecasts defensible

Every number in the forecast traces back to real evidence, not optimism.

The framework

Eight elements. One common language.

Each element is something you know, you're working on, or haven't touched yet.

Hover any element below to see what it gives you.

Hover on desktop. Tap on mobile.
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M
Metrics
The quantifiable business impact the buyer is chasing.
You can prove ROI instead of hoping the number matters to them.
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E
Economic Buyer
The person with the authority and budget to say yes.
You stop spending cycles on people who can only say no.
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D
Decision Criteria
The formal and informal standards the buyer will judge you against.
You help shape the scorecard instead of reacting to it late.
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D
Decision Process
The steps, approvals, and stakeholders between here and signature.
No more surprise approval step two weeks before close.
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P
Paper Process
The legal, procurement, and security review that turns a yes into a signature.
Your close date survives contact with legal and procurement.
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I
Identify Pain
The specific business problem urgent enough to fund a change.
Your pitch lands because it's tied to their real cost of doing nothing.
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C
Champion
Someone inside the account with influence who wins if you win.
You get the truth about the deal even when you're not in the room.
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C
Competition
Every alternative the buyer is weighing, including doing nothing.
You position against what you're actually up against, not what you assume.
The 60-second Deal Check

Where does this deal actually stand?

Score all eight elements honestly. This isn't about a perfect score.

It's about knowing exactly where to focus next.

Answer all eight to see your Deal Focus.
0/16
This is a snapshot, not a verdict. Use it to decide your next move on this deal.
Your deal focus

The goal isn't a perfect score. It's knowing which 2 to 3 conversations move this deal forward fastest.

Kelly Lorincz
Kelly Lorincz
30+ years in B2B sales leadership
"The deals my team has won always came down to the same discipline: know exactly where it stands, ask the right question at the right moment, and never guess."
30+
Years in B2B sales leadership
CRO
Built and led revenue functions from the ground up
Fortune 500
Enterprise accounts closed across multiple industries
1,000s
Enterprise deals reviewed. The pattern recognition behind MEDDPICC.
Let's talk

Ready to see your pipeline clearly?

Whether it's one deal or your whole sales org, start with a conversation about where MEDDPICC fits.

Email Kelly