The MEDDIC acronym was developed at Parametric Technology Corporation (PTC) by the sales development team of Richard Dunkel and Jack Napoli. PTC had the reputation for one of the most successful sales organizations in the high Tech Industry. A true world class sales organization for the B2B complex sale.The M in MEDDIC stands for Metrics - so here is one: After the sales teams adopted the MEDDIC qualification process, sales grew from $300 million to $1 Billion and PTC met or exceeded every quarters revenue targets for 20 quarters in a row.
When the founder of Continuous Improvement Solutions, Jack Napoli, left PTC, he continued training sales reps in the MEDDIC qualification process. The Holy grail of accurate forecasting, something that was in the DNA of PTC, is driven by applying the principles of MEDDIC to each opportunity. This is a sales rep enabled process now available in your CRM system and designed for Mobile platforms.
Anyone that worked in the PTC sales organization lived the intense forecast call sessions with PTC's sales management team.Those sales reps appreciated the value of MEDDIC and it's qualification accuracy.There were two types of sales reps at PTC, rich and new. Sales reps competent with MEDDIC stayed in the game.
When the founder of Continuous Improvement Solutions, Jack Napoli, left PTC, he continued training sales reps in the MEDDIC qualification process. The Holy grail of accurate forecasting, something that was in the DNA of PTC, is driven by applying the principles of MEDDIC to each opportunity. This is a sales rep enabled process now available in your CRM system and designed for Mobile platforms.
Anyone that worked in the PTC sales organization lived the intense forecast call sessions with PTC's sales management team.Those sales reps appreciated the value of MEDDIC and it's qualification accuracy.There were two types of sales reps at PTC, rich and new. Sales reps competent with MEDDIC stayed in the game.
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