Metrics Matter
In MEDDPICC, what are Metrics?
Quantified business outcomes or improvements.
Who is the Economic Buyer?
The person with final budget authority / signing power.
What is Decision Criteria?
The factors they use to compare and evaluate solutions.
What does “Identify Pain” mean?
Understanding the core business problem that must be solved.
What is a Champion?
Someone who wants you to win, sells your solution internally, and has power or influence.
What is the Paper Process?
The legal, procurement, and contracting steps required to finalize the deal.
Why are Metrics important in a business case?
They justify value and tie the solution to financial impact.
True or False: Your main point of contact is always the Economic Buyer.
False
What is Decision Process?
The steps, people, and timeline required to approve the deal.
Why is pain important in B2B sales?
Pain creates urgency.
No pain = no decision.
Your contact is enthusiastic about your solution and meets with you often. What additional evidence would show they might be a true Champion?
They take action on your behalf internally — for example, making introductions, influencing others, or advocating for the solution when you're not in the room.
Why is it important to understand the Paper Process early in the deal?
It can take weeks or months — and delays can cause deals to slip or die.
“The new system is AI-based and reduces shipping delays by 15%.” Which part is the metric?
The 15% reduction in shipping delays.
If your champion loves your solution but cannot sign, what is missing?
Access to the Economic Buyer.
Why do deals stall when the Decision Process isn't known?
Because you don’t know what needs to happen to close.
Which pain is more compelling: Annoying manual work, or losing $200K/year from errors?
The financial pain; it has measurable consequence.
What is the strongest test to validate a Champion?
They can get you access to the Economic Buyer.
Your buyer says, “We’re approved — we just need to run it through procurement.”
What is the very next question you should ask?
“Great — can you walk me through the specific steps and timeline for procurement?”
A company says they want to “improve customer satisfaction.” Rewrite this goal as a quantified metric that would help justify the investment.
Turn it into a measurable target, for example:
“Improve customer satisfaction scores from 78 to 88 within 6 months, reducing support escalations by 20%.”
What’s a respectful way to request access to the Economic Buyer?
Ask your contact to co-present the business case to them.
Name one common Decision Criteria used during product evaluation.
Price, usability, support, integration, security, etc.
Give an example of a business pain an organization might face.
Any reasonable example earns credit.
Your contact supports your solution but refuses to involve others. Are they a Champion? Explain.
No. A real Champion advocates internally and helps move the deal.
You’re told that Legal is currently reviewing the contract. A week has passed with no updates. What is the best next move to keep the deal moving?
Ask your internal Champion to introduce you to the Legal or Procurement contact so you can understand the review status, required changes, and timeline.
Name one financial metric and one operational metric a company may care about.
Financial: cost savings, revenue, margin, churn. Operational: productivity, accuracy, cycle time, uptime.
What must you learn from the Economic Buyer conversation to move forward?
Their priorities, success definition, and approval criteria.
List two steps that commonly appear in a complex Decision Process.
Demo, pilot, trial, legal review, procurement, contract signature, etc.
What happens when stakeholders are interested but do not feel real pain?
The deal stalls and the status quo wins.
What is the ultimate proof that someone is a true Champion?
They successfully sell your solution internally when you're not in the room.
Why is the Paper Process often considered the “silent deal-killer”?
Because it happens after the business decision and can stall or stop the deal without resistance from users or champions.