Your deals die in late stages. You thought you were 80% to close and then legal gets involved, or a competitor you didn't know about wins, or they just go dark. Your forecast is constantly wrong because you're qualifying on hope, not evidence. You're spending months on opportunities that were never real to begin with.

This guide changes that.

You'll learn MEDDPICC, the qualification framework used by the world's best B2B sales organizations. Not theory, the exact questions to ask, how to test if you have a real champion, how to map decision processes, and how to spot deals you should walk away from. This is how elite sellers stop wasting time on deals that won't close and focus only on opportunities they can actually win.

What makes this different: Most qualification advice is vague ("understand the pain") or too aggressive ("always go to the C-suite"). MEDDPICC gives you a systematic approach with eight specific elements you need to validate. You'll learn why meeting the economic buyer drops your chance of slipping from 50% to under 10%. Why testing your champion with three specific questions reveals if they're actually selling for you. Why front-loading the paper process prevents deals from dying in legal review.

You'll learn:

The complete MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition)
Metrics discovery that builds quantifiable business cases instead of selling on features (question frameworks, good vs weak metrics examples)
Economic buyer access strategy that gets you to the final decision-maker (identification questions, access trading techniques, key questions for executives)
Decision criteria uncovering that reveals both formal and informal evaluation factors (must-have vs nice-to-have identification, criteria influencing tactics)
Decision process mapping that creates realistic timelines instead of wishful thinking (step-by-step documentation, approval identification, timeline validation)
Paper process front-loading that prevents last-minute legal/procurement disasters (common requirements, early submission strategy)
Pain implication methodology that goes 3 levels deep to create urgency (surface vs deep pain, quantification approach, 4 elements of strong pain)
Champion testing with 3 specific tests that separate real champions from friendly coaches (access test, information test, commitment test, enabling materials)
Competition positioning against direct competitors, indirect solutions, and status quo (three types framework, differentiation without badmouthing, cost of inaction quantification)

By the end of this guide, you'll be able to: Qualify deals systematically instead of relying on gut feel. Identify whether you have a real champion or just a friendly contact. Map complete decision processes with realistic timelines. Get access to economic buyers instead of selling to gatekeepers. Quantify pain so deeply that prospects feel urgency to buy now. Walk away from deals you can't win before wasting months on them.

This is for you if: Your deals consistently stall in late stages. You lose to competitors you didn't know existed. Your forecast accuracy is terrible because you're too optimistic. You spend months on opportunities that go nowhere. You need a systematic framework to qualify complex B2B deals with multiple stakeholders.

Prospeo

Bluebird

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