MEDDIC Checklist Skill

When to Use

• Preparing for discovery or validation calls to ensure all MEDDIC elements are captured.
• Reviewing calls for deal inspection or forecast commits.
• Coaching reps on multi-threading and qualification rigor.

Framework

1. Metrics – quantify current/target KPIs and business outcomes.
2. Economic Buyer – identify budget owner, influence level, and access plan.
3. Decision Criteria – capture technical, commercial, security requirements.
4. Decision Process – map steps, stakeholders, procurement/legal milestones.
5. Implications – articulate business pain, urgency, and impact of inaction.
6. Champion – assess strength, influence, and next actions to reinforce support.

Templates

• Call note table with MEDDIC columns + status (captured/missing/risk).
• Deal inspection dashboard snippet showing coverage per opportunity.
• Coaching worksheet for reps/managers.