If MEDDPICC Feels Like a Checklist, Here’s Why (and How to Fix It)

If you think MEDDPICC is just a checklist, you’re right — the way you’re using it, it is. And that’s why deals keep slipping, forecasts stay fiction, and your team treats qualification like admin instead of the strategy that drives growth.

On the Audible Ready podcast, John Kaplan put it perfectly: elite sellers have MEDDPICC in their bones, in their blood. The uncomfortable truth? Most organizations don’t. They’ve reduced it to a CRM checklist — and that’s why the outcomes never change..

Gurus like John McMahon and Kaplan have proven MEDDPICC’s value at scale. So why do so many teams fail after investing in training and CRM integration?

Here’s the truth: You’re not doing it right.

Most organizations only focus on the “What” of MEDDPICC:

• Metrics captured

• Pain identified

• Champion named

  
  

That’s just box-ticking. Lip service. It’s not MEDDPICC in your bones — it’s MEDDPICC in a spreadsheet.

The missing piece? The “How” and the “Where.”

MEDDPICC only comes alive when it’s embedded into a larger operating system that connects three things:

• Your Sales Process

• Your Sales Methodology

• MEDDPICC itself

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Get that right, and MEDDPICC stops being a training acronym and becomes the engine that drives predictable Enterprise growth.

I’ve applied this integrated framework with 15+ GTM teams. The difference between knowing MEDDPICC and living MEDDPICC is night and day.

If you’d like to see the framework I use, message me and I’ll share it.

Happy selling!