Daryn Mason has shared a great overview of MEDDIC sales methodology specifically from the perspective of Solutions Consultants.
As an SE, you also need to fully understand the sales qualification and opportunity management methodologies practised by our sales teams. More importantly, you need to know your role in perfectly executing against the plan.
Daryn Mason
MEDDIC is an acronym that stands for the following steps:
- Metrics
- Economic Buyer
- Decision Process
- Decision Criteria
- Identify Pain
- Champion
For specific, detailed actions required from Solutions Consultants as well as SC leadership for each step, have a read of the full article. I especially recommend downloading the Quick Reference Guide.