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Free MEDDPICCCheat Sheet
The step-by-step MEDDPICC toolkit for presales and solution engineers. Apply MEDDPICC (also known as MEDDIC or MEDDICC) in your discovery calls and demos — not just in your CRM. Used by 800+ SEs.
What is MEDDPICC?
The MEDDPICC framework, explained for presales
MEDDPICC is a sales qualification framework that helps teams understand why a customer will buy, how they will make the decision, who is involved, and what could stop the deal. MEDDPICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Compelling Event, and Competition.
For Solution Engineers and presales teams, MEDDPICC is especially useful because it gives structure to discovery, demos, technical evaluations, and customer conversations. Instead of treating MEDDPICC as an internal sales checklist, SEs can use it to understand the customer's real goals, connect product capabilities to measurable outcomes, and adapt the level of technical detail to the stage of the buying process.
My MEDDPICC cheat sheet for presales and Solution Engineers turns each part of the framework into practical questions and actions you can use in discovery calls, software demos, PoCs, and technical evaluations. The goal is to help you move beyond product knowledge and become more useful throughout the customer's buying process.
Download the free MEDDPICC cheat sheet and use it as a practical guide for your next discovery call, demo, or deal review.
A strong MEDDPICC process helps you answer:
What business results does your customer want to achieve?
Who is the Economic Buyer?
What Decision Criteria will be used to compare solutions?
What steps make up the Decision Process and Paper Process?
What Pain is important enough to drive change?
Do you have a real Champion with influence?
Is there a Compelling Event that creates urgency?
Are you competing with another vendor, an internal solution, or simply the status quo?
Why this guide exists
MEDDPICC from a solution engineering perspective
Sales organisations spend millions implementing frameworks like MEDDPICC, MEDDIC or SPICED. Most of those rollouts ignore what presales actually needs on a Tuesday afternoon, ten minutes before a demo.
That's why I built the Presales Guide to MEDDPICC: a modified approach that walks through the framework from a presales and customer viewpoint, so you can use it in every customer interaction — discovery, demo, technical validation and handover.
It's based on my own experience across presales, account executive, sales director and enablement roles.
Max Lüpertz — Presales Rockstars
What you getA ready-to-use checklist per MEDDPICC element, questions to ask, and the signals that tell you an element is actually covered.
The outcome
Level up your MEDDPICC skills
A practical translation of the MEDDPICC methodology that focuses on maximising your presales performance — repeatable, actionable and built for demos.
Customer Focus
Precisely meet your customer's needs by understanding and addressing their unique challenges across all stakeholder groups.
Internal Alignment
Increase pipeline accuracy by speaking the same language as your sellers and removing blind spots in the deal.
Ready-to-use checklists
Every MEDDPICC element, step by step
The checklists walk you through each element of the framework and give you actionable tools and techniques from a presales perspective.
Metrics
Align the technical capabilities of your solution with the client's KPIs. Understand which metrics are crucial to their business success and demonstrate how your solution moves them.
Economic Buyer
Identify and understand the economic buyer. Link technical capabilities to economic benefits so management retains the strategic value of your solution.
Decision Criteria
Tailor your demos to the specific benchmarks that guide the purchasing decision. Identify the technical criteria that really matter in the decision-making process.
Decision Process
Get clarity on the technical validation steps. Help technical stakeholders reach consensus and facilitate the discussions that accelerate a decision.
Paper Process
Make sure technical specifications and requirements are documented. Work with legal, security and procurement to clear technical hurdles early.
Identify Pain
Uncover the real issues and inefficiencies behind the requirements. Use your customer's language and cover strategic as well as day-to-day operational pain.
Champion
Build a relationship with your internal advocate. Establish credibility with your technical expertise and give your champion the material they need to sell internally.
Competition
Assess the status quo, including the cost of keeping the existing solution. Articulate efficiency gains, cost savings and the differentiators that hold up in a demo.
8 checklists — one per MEDDPICC element
Questions you can ask in discovery and demos
Works with MEDDIC, MEDDICC and MEDDPICC
Free PDF, no strings attached
Want your whole team to use it?I run demo and discovery training where MEDDPICC becomes part of how your team prepares and delivers every demo. Start with a 20-minute coffee chat.