MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:
- Not getting specific enough with metrics.
- The budget holder rarely being the Economic Buyer.
- Trying too late to influence the Decision Criteria.
- Drifting too far away from the Decision Process.
- Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.
- Champion single-threading.
- Not considering all potential competition.
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