What's Broken in GTM and How to Fix It
Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.
What's Broken in GTM and How to Fix It
Sales Methodologies pt5 - MEDDPICC with Pim Roelofsen
Episode 31 - Sales Methodologies pt5 - MEDDPICC with Pim Roelofsen
Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
This week we continue the sales methodology series as we move on to MEDDPICC, which focuses on deal qualification, and we're joined by Pim Roelofsen, Chief Revenue Officer at MEDDICC. Here’s the TL;DL (“Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Most sales teams say they qualify deals, but in reality, they're just forecasting hope. MEDDPICC is one of the most rigorous qualification frameworks in sales, and when it's applied properly, it transforms win rates, forecast accuracy, and deal pipeline.
Listen on as Pim Roelofsen explains why MEDDPICC is far more than a deal qualification checklist. Rather, he says, it’s a strategic common language that unites marketing, and sales, customer success, and even product teams to deliver cohesive value throughout the customer lifecycle. Originating as a framework to understand why deals are won or lost, MEDDPICC now addresses silos, improves onboarding, and reduces churn. Pim highlights decision criteria as the most impactful element, advocating for proactive shaping rather than reactive collection. He stresses that champions must be cultivated with power, influence, and vested interest, and that qualification is an ongoing process, not a stage. Operational success depends on leadership-driven cadences, cultural trust, and consistent application, avoiding the pitfalls of tick-box usage. Ultimately, MEDDPICC delivers its greatest dividends when adopted organization-wide as a shared language, enabling better buying journeys and stronger revenue outcomes.
Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter.
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