MEDDIC Sales Template
MEDDIC Sales Template
Use this free template to get buy-in from prospects and stay aligned with the MEDDIC sales methodology—leading to more closed deals.
Who this template is for
Salespeople and sales managers who want a simple, repeatable way to qualify prospects and close more enterprise deals using the MEDDIC and MEDDPICC sales methodologies.
What this template is for
This template is built to help B2B sales teams document and collaborate around the MEDDIC sales qualification process. It creates a shared workspace where reps can organize buyer information, track deal progress, and support their champion in selling internally. It’s also a way to keep everyone—on both sides of the deal—aligned and moving forward during a complex B2B buying process.
How to use this template
- Start by creating a free account in Dock
- Create a new workspace and choose the MEDDIC Sales template to get started
- Customize the sections to reflect your company’s sales process, language, and materials
- Save your changes as a reusable template for your sales team
- Create a personalized workspace for each prospect using your saved template
- Introduce the workspace on your first or second sales call. Position it as a shared resource to help your buyer navigate internal approvals, document pain points, and track next steps in the decision-making process.
- Keep referring back to the workspace throughout the sales cycle to reinforce alignment and deal momentum.
What’s in this template?
Overview
Provide a high-level overview or summary of the project. In addition to introducing the project, you can also introduce yourself and your company name, and provide key contact information that can be easily referenced throughout sales negotiations.
Challenge
Identify pain points that are most prescient and driving them to consider a new product or service, or a replacement for an existing product or service. Here it’s important to be as specific as possible and really dig in deep to understand the true roots of each of your potential customers’ pain points—especially those that are quantifiable.
Metrics
Metrics are a key component of the MEDDIC and MEDDPICC sales methodology. In this section, you can identify not only the key metrics that your product or service can most effectively influence, but also the ones that you have identified as most critical or important to your prospective client. This is especially useful for building a quantifiable return on investment (ROI) case.
Team
Include contact information for your sales team here, as well as key decision-makers and stakeholders across the buyer’s org.
Decision
In this section, define exactly what your client’s decision criteria are. There are normally two parts to this. First, list the criteria that are going to be most important when a client makes their purchase decision. Second, lay out exactly what that decision process will likely look like. Here you can identify who the key decision-makers are and get a rough idea of timelines and approval processes—a key lead qualification step in most enterprise sales processes.
Mutual Action Plan
In the mutual action plan section, outline the steps of the sales process so the potential client knows exactly what to expect next and at any point in the customer journey. Include next steps, such as product demonstrations or project approvals. Dock’s platform allows you to assign specific tasks to individuals on either side of the transaction, include descriptions or due dates, and leave helpful notes for stakeholders and economic buyers.
Sales Pitch
Embed pitch decks, product demos, how-to videos, call recordings, case studies, and other sales enablement assets to build your business case and establish why your product has the functionality to solve your customers’ pain points.
Why use Dock’s MEDDIC Sales template?
Dock’s MEDDIC Sales template helps B2B sales professionals and teams qualify deals faster, support buyer champions more effectively, and prevent deals from stalling out late in the sales funnel.
It’s the only MEDDPICC template that lives inside a digital workspace where your sales team and your buyer can stay aligned in real-time. Each workspace serves as a shared source of truth for all the key MEDDICC details—metrics, decision criteria, paper process, competition, and more—so there’s no ambiguity about where a deal stands or what needs to happen next.
With Dock, your team can turn the MEDDIC and MEDDPICC frameworks into a repeatable sales strategy. Instead of relying on scattered CRM notes, reps can fill out each qualification field collaboratively with the buyer, looping in legal, procurement, and finance stakeholders as needed.
Dock’s workspace editor is fully flexible. You can embed demo videos, ROI calculators, and pricing breakdowns alongside decision-making documentation and mutual action plans. It’s a scalable, buyer-friendly workflow that streamlines your internal and external GTM process.
Here’s what else Dock’s MEDDPICC sales template can do for you:
Make qualification collaborative
- Document the decision-making process and economic buyer in one shared space where you can align stakeholders on KPIs and timelines
- Track progress on each MEDDICC component with simple checklists
- Get real-time feedback from stakeholders and champions
Scale your MEDDIC process
- Build repeatable templates for sales enablement and qualification to find your ideal customers every time
- Standardize how reps use the MEDDIC and MEDDPICC sales methodology
- Customize per prospect while maintaining consistency across the GTM team
Improve forecasting and deal hygiene
- Use Dock’s analytics to see which prospects are engaging, so you can spot gaps early while qualifying leads
- Track buyer activity to time your follow-ups
- Ensure nothing slips through the cracks in the paper process or approval chain
To learn more about qualifying prospects with the MEDDICC sales process and how to support the process with Dock Workspaces, check out our guide to MEDDIC Sales.
Related Templates
How do I use this template?
Sign up for Dock for free. Once you’re in, select the MEDDIC Sales template when creating a new workspace. Customize it to fit your sales process, save it as your own template, and reuse it for every prospect.
Is this template free?
Yes. Dock is free to try for up to 50 workspaces. Every paid Dock plan includes unlimited template and workspace usage.
Can I modify this template?
Yes. You can create your own version of the template and change the layout, copy, or embedded content. Each workspace you create from the template can also be customized for individual deals.
Can I personalize this template for every client?
Absolutely. Dock makes it easy to customize each workspace with client-specific content, buyer pain points, success metrics, and next steps.
Can I share this template with my team?
Yes. You can keep a template private or share it across your team. Dock lets you control who can see, edit, and use each template.
What does MEDDIC stand for?
MEDDIC is an acronym for a B2B sales qualification framework made up of six key components:
- Metrics: What measurable outcomes is the buyer trying to achieve?
- Economic Buyer: Who has final say over the purchase decision and budget?
- Decision Criteria: What factors will the buyer use to evaluate potential solutions?
- Decision Process: What internal steps must happen before a decision is made?
- Implicate Pain: What problems or pain points are motivating the buyer to act?
- Champion: Who inside the buyer’s organization is advocating for your solution?
Some teams expand the acronym to MEDDPICC to include Paper Process (contracts and approvals) and Competition (who or what else the buyer is considering).
What is a MEDDIC sales template?
A MEDDIC sales template is a structured workspace designed to help sales reps apply the MEDDIC qualification methodology throughout the sales process. It includes guided sections to document metrics, decision criteria, buyer pain, champions, and more—all in one place. Using a digital version of a MEDDIC template makes it easier to collaborate with buyers, standardize sales processes across the team, and track deal health at a glance.
What is a MEDDPICC template?
A MEDDPICC template is an expanded version of the MEDDIC sales framework. It adds two more qualification criteria: Paper Process (to uncover legal or procurement steps) and Competition (to understand alternatives or blockers). Dock’s template includes both MEDDIC and MEDDPICC fields so you can use whichever version fits your sales cycle.
What should you include in a MEDDIC framework template?
A good MEDDIC template should include sections for each qualification area:
- Metrics
- Economic Buyer
- Decision Criteria
- Decision Process
- Implicated Pain
- Champion
- (Optional) Paper Process and Competition
You should also include space for mutual action plans, meeting recaps, and relevant sales collateral like case studies or demo recordings. Dock’s template includes all of the above, and you can edit or expand it as needed.
When should you use a MEDDPICC sales template?
Use a MEDDPICC template for high-stakes deals where there’s a formal decision-making process, complex sales workflows, and multiple decision-makers. It's ideal for enterprise SaaS sales, especially when forecasting accuracy and repeatability are key.
MEDDIC template best practices and tips
- Keep it simple. Don’t overload your workspace with unnecessary info. Focus on the economic benefit as much as possible.
- Use Dock’s engagement analytics to track which parts of the workspace your buyer is viewing.
- Update your MEDDIC notes after every key conversation.
- Collaborate directly with your buyer champion to validate and refine each section.
- Share the workspace link early and often—Dock makes it easy for buyers to view without creating an account.
MEDDIC template mistakes to avoid
- Forgetting impact. Your buyer knows the impact of their pain points; it’s your job to make sure they see exactly how your products can help meet those customer needs.
- Overcomplicating the workspace. Focus on clarity and relevance to your buyer personas.
- Assuming the buyer understands the value of the workspace. Frame it as their tool for a structured approach to the buyer’s journey, not yours.
- Failing to revisit the workspace. Keep it updated as the deal progresses, especially as you get closer to a buying decision in the sales pipeline.
How to share a MEDDIC template internally
Dock allows you to save and share templates within your sales organization. You can give teammates access to use or edit the template, or create a shared folder of templates for different segments or products to help with sales training. Then, use Dock’s analytical suite to find patterns in how your prospects engage with your content to set your team up for sales success.
How to share a MEDDIC template with clients
After your first or second sales call, send the client their personalized Dock workspace. Frame it as a resource to help them navigate their internal buying process—especially if they’ll be championing the deal internally. Use it to document next steps, provide answers for stakeholders, and track progress toward a decision. Then, you can add onboarding information as the deal progresses.
What is the MEDDPICC sales methodology?
The MEDDPICC sales methodology is an expanded version of the MEDDIC sales process that includes Paper Process and Competition to help increase close rates. It’s a sales qualification framework that helps sales reps identify high-quality deals, align with buyer priorities, and uncover potential deal blockers early. It’s especially useful in SaaS, where sales cycles are long and deals involve multiple stakeholders.
What is the paper process in MEDDPICC?
The paper process refers to the contracts, legal reviews, security evaluations, and procurement steps that must be completed before a deal can be signed. It's one of the most common causes of time-consuming delays in B2B sales. Dock’s mutual action plan helps you surface and manage the paper process early—avoiding surprises at the finish line so you can close deals faster.
How does Dock support sales teams using MEDDPICC?
Dock helps sales leaders and reps streamline the MEDDPICC process with customizable workspaces, shared checklists, analytics, and templates. It’s a sales qualification tool, a buyer portal, and a sales content hub all in one.
What are the different types of sales qualification methodologies?
There are several sales qualification methodologies, each with a different approach to identifying high-quality deals:
- MEDDIC / MEDDPICC: Focuses on understanding the buyer’s pain, metrics, decision process, and internal dynamics. MEDDPICC adds Paper Process and Competition for more complex B2B sales. It’s popular in SaaS and enterprise sales environments.
- BANT (Budget, Authority, Need, Timeline): A simple and classic framework that qualifies leads based on whether they have budget, the decision-maker’s authority, a clear need, and a buying timeline. It’s fast, but can be too surface-level for complex deals.
- CHAMP (Challenges, Authority, Money, Prioritization): Similar to BANT, but emphasizes understanding the buyer’s challenges first before jumping to budget.
- SPICED (Situation, Pain, Impact, Critical Event, Decision): A modern framework that focuses on the buyer’s environment and what will drive them to take action by a specific date.
- ANUM (Authority, Need, Urgency, Money): Prioritizes reaching the decision-maker early and gauging urgency before discussing budget.
Different sales teams use different methods based on deal complexity, industry, and sales cycle length as they aim for a higher closing rate—but MEDDPICC tends to win out for teams who need deep qualification and reliable forecasting.
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