Find MEDPICC Framework docs and recent deals

MEDPICC Documentation Hub:

Primary Resource: /sales-resources/medpicc-framework-v3.2.pdf | Last Updated: October 2025
Access Method: Available in Sales Hub under Methodology section
Training Materials: Interactive MEDPICC assessment tool and deal qualification templates

Framework Application Examples:

Recent Enterprise Deal Analysis

Metrics: Customer needed 50% faster document retrieval to support 300+ person team
Economic Buyer: VP of Operations with $500K annual budget authority
Decision Criteria: Security compliance, scalability, integration capabilities, total cost of ownership
Decision Process: 30-day technical evaluation followed by 2-week business case review
Identify Pain: Remote team struggling with knowledge silos, 40% of time wasted searching
Champion: IT Director advocating for digital transformation initiatives
Competition: Evaluated against Microsoft SharePoint and Notion

Success Factor Analysis:

• Quantified Metrics: ROI of $180K annually in productivity savings clearly demonstrated
• Economic Buyer Access: Direct relationship through existing IT Director connection
• Decision Alignment: Ranked #1 on security, #2 on scalability in evaluation matrix
• Process Navigation: Demo timeline perfectly aligned with customer evaluation schedule
• Pain Connection: Lost productivity costing $2M annually created urgency
• Champion Leverage: IT Director provided internal references and guided procurement
• Competitive Win: Superior search capabilities and implementation speed differentiated us

Sales Team Resources:

• MEDPICC Qualification Checklist: Deal assessment template with scoring criteria
• Discovery Question Bank: Structured questions for each MEDPICC component
• Deal Review Template: Weekly pipeline review format using MEDPICC framework
• Training Schedule: Monthly MEDPICC workshop with deal role-playing exercises