MEDDIC is an enterprise sales qualification methodology: Metrics (the quantified business impact), Economic Buyer (who controls the budget), Decision Criteria (how they evaluate), Decision Process (the steps to close), Identify Pain (the core problem), and Champion (your internal advocate). It's more rigorous than BANT and much better suited to complex enterprise deals with multiple stakeholders and 6–18 month sales cycles.
For example, in a MEDDIC deal you'd document: the champion is the VP of Sales Ops, the economic buyer is the CFO, the decision criteria include Salesforce integration and SOC 2 compliance, and the decision process requires a procurement review and legal sign-off.
For clients selling into enterprise, we train SDR teams on MEDDIC discovery questions to identify deals worth AE time early.
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Book a free strategy call →Ideal Customer Profile (ICP)
Your ICP is the precise description of the company most likely to buy, stay, and expand.
Sales Development Representative (SDR)
An SDR is the outbound hunter on your sales team — their job is to generate qualified meetings, not close deals.
Business Development Representative (BDR)
A BDR is similar to an SDR but often focuses on larger, more strategic accounts or outbound into new markets rather than a defined territory.
Total Addressable Market (TAM)
TAM is the total revenue opportunity if you captured 100% of your target market.
Serviceable Addressable Market (SAM)
SAM is the portion of TAM you can actually reach with your current GTM motion.
Serviceable Obtainable Market (SOM)
SOM is the slice of SAM you can realistically capture in the next 12–24 months given your resources, competition, and execution capacity.