MEDDICC Inquisitor-MEDDPICC Evaluation Tool

Example

Evaluating the strength of the identified 'Pain' in an opportunity by asking how the proposed solution alleviates specific client challenges.

Scenario

A sales rep is trying to sell a cybersecurity solution. The Inquisitor asks detailed questions about the client's current security challenges and how the rep's solution uniquely addresses these issues, aiding in the quantification of the solution's value.

Example

Assigning a numerical value to each category of MEDDPICC based on the responses to help quantify the opportunity's strength.

Scenario

After discussing the Economic Buyer's influence and commitment, the Inquisitor scores this category, helping the sales rep understand if they are engaging at the right level within the prospective company.

Example

Highlighting areas within the MEDDPICC framework where the opportunity might be weak or lacking, suggesting targeted actions.

Scenario

If the Competitive Advantage is scored low, the Inquisitor suggests strategies to differentiate the solution more effectively, possibly by focusing on unique features or ROI.

Example

Offering guidance on complex components like identifying the Economic Buyer or understanding the Decision Process.

Scenario

A user struggles to identify the Economic Buyer. The Inquisitor provides questions and tips to uncover who has the final say in the purchasing decision, potentially through power mapping techniques.