CadenceCombat profile picture
CadenceCombat profile picture

CadenceCombat

Account Executive

Tycoon
Arsonist
Politicker
+12

Change my mind: MEDPPICC is just a bloated BANT

both of these are acronyms to help with opportunity qualification.


MEDDPICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition


BANT stands for Budget, Authority, Need, Timeline

Does your company drill either of these into your qualification process?

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ThatNewAE
Big Shot
14
Account Executive - Mid enterprise
MEDDIC / MEDDPIC is for enterprise deals. BANT can do just fine for velocity deals, that need to close within a week or the same month.

MEDDIC is bloated, agreed. Nobody really ever follows it, agreed. But mapping out the right authorities, the signing entity, the decision making process early on is really important. That's why this sales framework exists.
punishedlad
Tycoon
4
Business Development Team Lead
Came here to say this ^
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Lol so it's not just my team that thinks this! I feel validated, but as I aim for enterprise someday at least I'm in the right direction learning the process.
MEDDICC by Andy Whyte was a great book to get the ground underneath my feet when learning it.
CuriousFox
WR Officer
5
🦊
They put everyone through SPIN, then after that it's up to you.
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
The more you understand about a prospect, the more able you'll to get your arms around a deal and understand what you need to know to not only sell the solution, but get through the buying process AND be able to reliably report on it.

Many of these frameworks work very well, but understand that you may not have all the info immediately - you'll need to work to get it.

But it's all in aid of really understanding the customer and not getting happy ears that they want to buy your product because they told you so.
Diablo
Politicker
3
Sr. AE
We are encouraged to use MEDDIC for bigger opportunities
FinanceEngineer
Politicker
3
Sr Director, sales and partnerships
Love BANT, but each sector is slightly different. I usually also ask “is this project funded” as having the budget doesn’t mean much as that is a separate step in finance and regulated companies.
RedLightning
Politicker
3
Mid-Market AE
I think all of those sales methodologies are extremely important in actually closing the deal. But, it's always weird to me that the pain element, or really any thing around helping them with their needs, is minimized in these frame works.

Personally, I gather all the BANT/MEDDIC/MEDDPIC info along the way. But, I'll never have a deal unless we both agree that my solution can solve their problem.....
Kosta_Konfucius
Politicker
3
Sales Rep
Don't understand there can be so many acronyms for understanding your customer
HappyGilmore
Politicker
3
Account Executive
Old company hammered home MEDDIC even for SMB deals.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Yeah but you try to find out about their decision process and they just dont have one. Or they haven't thought about criteria.
But then the door is open to teach them how other buyers buy who are just like them...while making sure it's in favor of your company.
CadenceCombat
Tycoon
0
Account Executive
Thats an interesting point @DungeonsNDemosdo you actually tell then that as such? “I’m noticing that not all buying processes have been formalized at your org. Would you like me to share the evaluation criteria that some of the other companies we’ve worked with use?”

and then, as an added follow up, does your company actually have its shit together enough to know that you consistently win on when looking at XYZ data points?
notdavemoss
Valued Contributor
2
CCBW
IMHO any sales methodology that doesn't 1) separate qualification and discovery and, 2) include something to record and track the Emotion of the buyer can be forgotten faster than the "sales training" one gets during an SKO.

And of those 2, number 2 is more important. People buy emotionally - ALWAYS. It doesn't matter if it's a $1m home or a $15 monthly subscription for FurryCosplay.com. Metrics and decision criteria and all that are just CYA for an emotional buyer.

I had a rep in Q3 close a 100K deal because he reminded the buyer that in the initial Discovery meeting(three months earlier) that he told the rep "I get hives every time I have to deal with this BS system (incumbent) and I am tired of it."

Like I said - that's my opinion. FWIW
Armageddon
Opinionated
1
Enterprise Account Executive
Agreed that MEDDPIC is bloated BANT, but it’s important none the less on large deals of large orgs. When managers/ directors are tracking 100s of deals in keeps things organized and clear when they are rolling up forecast
Justatitle
Big Shot
1
Account Executive
Bloated, not a bad way to put it however what it allows is for a framework for you to operate under and have a basis of process. What I mean by this is you don’t have to act robotic to get the information much the opposite you can interact with prospects how you want to in your own style and use this to know if you have any of the core information missing in a deal.
ChickenWings
Opinionated
1
Tom Callahan's Son
Bloated, but with the intent to not turn off prospects with some of questions asked in BANT training.<br><br>I’ve ended up in spin cycle far too many times when I’ve tried to skip knowing if the other side of the table has some key boxes checked to actually move the deal forward.<br><br>

Burrows made me terrified to sound like a BANT rep…but shit, what if they have zero authority?
Carlosg
Politicker
1
SDR
We used to have BANT but we changed to CHAMP as we though ir was easier to measure the challenge than the need. Nevertheless, in my opinion they look pretty similar.
RandyLahey
Politicker
1
Account Manager
If you're MEDDPICC'ing velocity/transactional deals, you're wasting time...if you're BANT'ing Entreprise deals, you're likely to fail.
kelvin26
Fire Starter
-1
administrative manager
https://timebrookinvestment.com/u/sign_up?r=kryptotitan


https://t.me/+L_3GDbXlz904MDg0
CadenceCombat
Tycoon
0
Account Executive
@gasty

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