If your SEs weren't in the MEDDICC training, you just lost the language of the deal
Ava keeps meeting PreSales leaders whose sales org rolled out MEDDICC and never invited them. She and Nate work out which letters SEs actually own — and how to claim a seat at that table without turning it into a turf war.
What Nate and Ava discuss
- Why a MEDDICC rollout that skips PreSales guarantees messy handovers
- The four letters SEs demonstrably shape: Metrics, Identify Pain, Decision Criteria, Champion
- Using Metrics and Pain as the gate before you assign an SE to a deal
The move
Next time a qualification framework lands in your sales org, ask to co-own two letters — Metrics and Decision Criteria — and get your SEs into the same room as the AEs, not a hallway summary afterwards.
🔗 Resources & Links: paths.to/presales
📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call
Your hosts
Nate Hargrove
The Seasoned Pragmatist
Ava Vasquez
The Modern Builder