MEDDPICC is a sales qualification framework designed to identify and qualify potential customers. Here are 9 questions you can use for each stage:

1. Metrics

1. 1. What are the key metrics or KPIs that measure the success of your [department/function]?
   2. How do you currently track and report on these metrics?
   3. What are your goals for improving these metrics in the next [timeframe]?
   4. How do you prioritise initiatives based on their potential impact on these metrics?
   5. Are there any specific challenges or obstacles you face in achieving these metrics?
   6. What are the consequences of not meeting these metrics?
   7. How do you measure the ROI of your current investments in [technology/solutions]?
   8. Are there any specific areas where you feel your current solutions are falling short?
   9. What are your expectations for a solution that can help you achieve your metrics goals?

2. Economic Buyer

1. 1. Who is the ultimate decision-maker for purchases in your organisation?
   2. What is their role and responsibilities within the company?
   3. What are their priorities and goals?
   4. How can I best reach out to them and build a relationship?
   5. What are their concerns or objections to purchasing a new solution?
   6. What are their criteria for evaluating potential solutions?
   7. How do they typically make purchasing decisions?
   8. What is their budget for this project?
   9. What is the timeline for making a decision?

3. Decision Process

1. 1. What is the typical decision-making process for purchases like this in your organization?
   2. Who are the key stakeholders involved in the decision?
   3. What are their roles and responsibilities?
   4. How do they influence the decision-making process?
   5. What are the potential risks or challenges associated with this decision?
   6. How will the decision be evaluated and measured?
   7. What are the potential consequences of making the wrong decision?
   8. What is the timeline for making a decision?
   9. Is there a formal approval process in place?

4. Decision Criteria

1. 1. What are the most important criteria for evaluating potential solutions?
   2. How do you weigh these criteria against each other?
   3. Are there any must-have features or requirements?
   4. Are there any deal-breakers that could prevent you from moving forward with a solution?
   5. How do you measure the value of a solution?
   6. What is your preferred return on investment (ROI)?
   7. How do you handle vendor selection and evaluation?
   8. What is your preferred contract length and terms?
   9. What is your preferred implementation timeline?

5. Process

1. 1. What is the typical buying process in your organisation?
   2. How long does the buying cycle typically take?
   3. Who are the key stakeholders involved in the buying process?
   4. What are the decision-making criteria?
   5. What are the potential objections or challenges that may arise during the buying process?
   6. How do you handle objections and concerns?
   7. What is your preferred communication method?
   8. How do you prefer to be contacted?
   9. What is your availability for meetings and calls?

6. Implicate (Pain)

1. 1. What are the biggest challenges or pain points you face in [department/function]?
   2. How do these challenges impact your business or operations?
   3. What are the consequences of not addressing these challenges?
   4. Have you tried to address these challenges in the past? If so, what were the results?
   5. What are your goals for solving these problems?
   6. What are your expectations for a solution that can address these challenges?
   7. How do you measure the impact of a solution on these pain points?
   8. What are the potential risks or drawbacks associated with implementing a new solution?
   9. How do you prioritise addressing these pain points?

7. Champion

1. 1. Who is the primary point of contact within your organisation?
   2. What is their role and responsibilities?
   3. How influential are they within the decision-making process?
   4. Are they committed to solving the problem?
   5. Do they have the authority to make a purchase decision?
   6. Do they have the budget to support the purchase?
   7. Are they willing to advocate for the solution to other stakeholders?
   8. Do they have a good understanding of the solution and its benefits?
   9. Are they willing to participate in the implementation process?

8. Competition

1. 1. Who are your current competitors in the market?
   2. What are their strengths and weaknesses?
   3. What solutions are they offering?
   4. How do you compare to your competitors?
   5. What are your competitive advantages?
   6. What are your competitive disadvantages?
   7. How do you differentiate yourself from your competitors?
   8. What are your customers' perceptions of your competitors?
   9. How do you plan to address your competitive challenges?

Now that is a lot to take in and work with. What do you think? For a free Excel template workbook, please DM me