Successfully implement MEDDIC (or any other sales process) with Weflow

MEDDIC is an extremely popular sales methodology. We know a thing or two about MEDDIC as the Weflow sales team themselves use a version of it for their qualification processes. We wrote a whole article about the topic which you: MEDDIC Sales Methodology.

In this short tutorial, I want to explain how to use Weflow to implement the MEDDIC sales methodology successfully in your revenue organization:

What is the MEDDIC sales process?

In short, MEDDIC is an acronym that explains the six steps of this particular sales qualification methodology:

1. Metrics
2. Economic buyer
3. Decision criteria
4. Decision process
5. Identify pain
6. Champion

Naturally, you should not simply ask, "What are your metrics?" or "What is your pain?" but rather have a set of questions to ask so that you can probe your prospect for answers.

Before we can start embedding MEDDIC in your revenue organization, you need to make sure that 1) you have a set of questions (get our free checklist for that) and 2) correlating fields are set up in Salesforce.

Step-by-Step Guide: How to create a MEDDIC sales process with Salesforce and Weflow

Example

• Your company sells power generators. Your sellers must understand the status quo to sell them to prospects successfully. As such, they should use the discovery stage in your sales process to gain knowledge on things like:
• What is the problem with the current generators?
• Which generators are you using, i.e., brand, size, configuration?
• Who will sign the purchasing order?
• What will be the most important drivers for that person to decide, i.e., delivery time, price, quality, maintenance cost, etc.?

These are just examples. But no matter what industry you operate in, they will be more or less similar to the abovementioned ones.

A) Creating a catalog of questions + answers

• Ensure you get your sales team together to create a complete set of questions for each of the six steps in the MEDDIC qualification methodology.
• Get input from sales reps, including customer care, customer success, and other functions such as marketing.
• Once you have all the questions, create lists of possible answers - you will need to have a comprehensive list of possible answers so that you can feed these into Salesforce in a structured way.

B) Creating custom fields in Salesforce

• Next up, create custom fields in Salesforce for each MEDDIC step, e.g., for the Opportunity object.
• Make sure to create pick-list or multi-pick-list fields as this will allow you to create a) field dependencies based on MEDDIC questions later on and b) make life for your sales reps easier as they won't have to type anything and finally, c) increase the quality of your data hygiene.
• When creating these fields, make sure the field label fits the question.

C) Optional: Add all custom fields to your page layout and label them well

• This is an optional step, but it will make life for non-Weflow users easier when checking something in Salesforce directly
• Bonus: Create a special section in your object details for MEDDIC

D) Create templates in Weflow for your panel, notepad, and pipeline 

Here comes the good stuff now:

Note Templates

• Log into Weflow and go to the note section
• Click on the "Use Template" button to create a new template
• Now, create a template, add in all the questions from above, and make sure to include the correlating Salesforce fields
• Give the template a good name, i.e., "Qualification Template for US Westcoast" or whatever fits your business and organization
• Lastly, make sure to share the template with the whole organization by toggling the share button

Panel Templates

• Next, click on the panel and add a MEDDIC template for your object, e.g., the Opportunity object.
• Again, make sure to include all the required Salesforce fields
• Make sure to give it a similar and identifiable name
• Lastly, make sure to share the template with the whole organization by toggling the share button

View Templates

• Finally, create a view for your object that again includes all the relevant Salesforce fields relevant to your MEDDIC sales process.
• In addition to the MEDDIC fields, also add in things like the stage, close date, next step, and amount (or whatever you use)
• Finally, hit the share button in the top right corner and share the URL with all your colleagues and salespeople.

That's it! You successfully implemented MEDDIC in your sales organization.

Got questions? Or would you like us to help you set up MEDDIC (or another sales methodology) in your organization? We are happy to help you at hello@getweflow.com