What is MEDDPICC?
A checklist for judging whether a large deal is real. MEDDIC is the shorter, older version.
What it means
MEDDPICC is a checklist that sales teams use to judge whether a large, complex deal is real and what is still missing. It is a longer version of an older checklist called MEDDIC, which stands for Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion. MEDDPICC adds Paper process and Competition.
- Metrics: how the buyer will measure success, in their own terms.
- Economic buyer: the person who can approve the spending.
- Decision criteria: what they will use to compare options.
- Decision process: the steps, people, and timing to reach a yes.
- Paper process: legal, security, and purchasing steps before anything is signed.
- Identify pain: the specific problem that makes this worth doing.
- Champion: a person inside who wants this to happen and will help.
- Competition: the other options, including doing nothing at all.
MEDDPICC and MEDDIC is a sales method: a framework for how to think and write. It is not a study result, and this page does not attach a win rate or reply rate to it. This site is not affiliated with its authors or with any company that teaches it.
What it means for a sales email
MEDDPICC is rarely a cold email method. Asking a stranger about their approval steps feels like an interrogation. It fits once you are already talking: a recap that restates the metric they care about, checks who else needs to approve, or asks about the security review.
Writing for the champion helps too. A short recap they can forward to their boss does part of their job for them.
Writing practice and method guidance, not a study result.
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