How Salesforce Tools Can Support Each Stage Of MEDDPICC®

Winning complex deals requires more than intuition, it demands a structured approach. 

That’s where sales methodologies come into play, and one of the most well known methodologies is the MEDDPICC® framework. But a framework is just that, a framework. To execute properly, you need the right tools in place to support each aspect of the methodology.  

In this blog, we’ll break down how Salesforce supports each component of MEDDPICC®, from Metrics to the Paper Process, and explore how tools integrated with Salesforce can help you win more deals, faster. 

Whether you’re closing faster, qualifying better, or identifying key stakeholders, this is your guide to making MEDDPICC® work harder for you.

Metrics

Let’s start with the foundation of every pitch: metrics. 

These are the measurable data points that prove the value of your solution. Think ROI, cost savings, or productivity gains. 

But you can’t just bring a load of numbers, you’ve got to have the right numbers. The ones that your prospect actually cares about. 

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Think of pitching to a prospect who’s on the fence about your solution. 

They’re hesitant to invest, and you need to show them tangible value. Within Salesforce, you can pull a report from a similar client in their industry.

Those are the kind of numbers that will seal the deal, and you need them to be accessible. 

Salesforce gives your team quick access to the insights that matter most. Instead of relying on vague promises, or telling a prospect you’ll try to find something relevant and email it to them, you’re now instantly presenting a data-backed case for why your solution is the right fit.

Here’s where Salesforce shines:

• Centralized Data: Salesforce stores all past deal information, so you can easily find examples of success stories tailored to your prospect’s industry or challenges.
• Custom Fields: With just a few clicks, you can create detailed reports that showcase potential ROI. 

A Tool That Helps

While Salesforce provides a solid foundation, integrating tools like Dun & Bradstreet take it that step further. Dun & Bradstreet plugs into Salesforce to give you access to external financial data like revenue, growth trends, and market performance. They provide multiple ratings, scores, and performance-based data that can predict and showcase a company’s reliability and financial stability. 

Having access to financial and demographic data about your prospects makes it easier to understand if your tool is right for them and if they’re the right prospect to go after. If the company only has 100 employees, and only 10 might use your solution, it could make sense to spend resources on a deal that will bring in more revenue. 

Economic Buyer

Selling can be complex, no matter what industry you’re selling into, but every deal hinges on one person: the Economic Buyer. 

They’re the individual with the authority to green-light the budget and close the deal. Identifying them early is not only useful, but more important than ever in today’s world. Competition is fierce in most industries, so identifying and starting to build the relationship with the economic buyer in your deal early on is crucial for success.  

Identifying the Economic Buyer early means you can avoid prolonged discussions with people who lack decision-making authority and accelerate the deal process by focusing on addressing the decision maker’s specific priorities or objections.

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Do you know the feeling of engaging with a contact for weeks, only to realize they don’t have the final say or the ability to sign the document? Now you’re scrambling to connect with the real decision-maker, wasting time and risking the deal.

Salesforce solves this by helping you map out everyone involved in the buying process. Track relationships, analyze engagement metrics, and figure out who holds the power. If you’re seeing the CFO open every pricing email or attend meetings, chances are, that’s your Economic Buyer.

Here’s how Salesforce keeps you on track:

• Contact Management: Salesforce lets you organize contacts within accounts, making it easy to track who’s who and what their role is in the decision.
• Engagement Tracking: See who’s opening emails, attending calls, and interacting with your solution, clues that point to the real decision-maker.

A Tool That Helps

While Salesforce helps you capture stakeholders as Contacts, OrgChartPlus by SalesMethods takes it even further. By visually mapping relationships and hierarchies, it helps you identify decision-makers like the Economic Buyer faster and more effectively. You can have your own organizational cheat sheet right inside Salesforce. 

Gartner estimates that the average deal has 11 stakeholders involved from start to finish, if you multiply this across every deal in your pipeline and take into consideration the changes that can happen over your average sales cycle, keeping track of these relationships and potential organizational changes could become your sale’s reps full time job. 

Make their life easier by integrating OrgChartPlus with Pipelaunch to automatically keep your customer and prospect organizational charts up to date. Whether it’s a new promotion, a company relocation, or an emerging risk, PipeLaunch Signals keeps you informed with real-time notifications.

Decision Criteria

Every prospect has a checklist; those non-negotiable requirements that guide their decision-making. These decision criteria are your blueprint for aligning your solution with what truly matters to them.

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It’s very easy to lose a deal if you don’t align with something the buyer considers essential. The problem often isn’t your offering; it’s a failure to track and prioritize their criteria.

Salesforce helps you keep those priorities front and center. By logging decision criteria directly into opportunity records, Salesforce ensures your entire team is aligned. When everyone knows what matters most to the buyer, you can adjust your strategy accordingly. 

A Tool That Helps

While Salesforce helps you capture and track decision criteria, Plan2Close enhances it by integrating the Decision Criteria directly into your opportunity management process. It allows you to capture and track the customer’s specific priorities, evaluation benchmarks, and must-haves, ensuring you’re always addressing what matters most to them. By visually aligning these criteria with your sales plan, Plan2Close helps you win more deals, faster. 

Additionally, by capturing this information in a structured way, Plan2Close allows you to use this data to help you forecast more accurately and be confident in the number you’re calling, because you have solid data to back it up, every single quarter.

Decision Process

You’ve identified what matters most to your buyer. Now it’s time to figure out how they’ll make their decision. The Decision Process is the roadmap: who’s involved, what approvals are needed, and how long it’s going to take. 

Without clarity here, deals can stall or, worse, fall apart.

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Everyone hates a surprise approval stage just when the deal is almost done. That’s what happens when the Decision Process isn’t clear. This can force deals to slip to the next fiscal period, or even drop out all together because you weren’t prepared for a step in the process, and your competitor was. 

Salesforce gives you the tools to map out every step of the buyer’s process. Track each stage, and set reminders for follow-ups.  With Salesforce, you’re not just hoping for a smooth process, you’re planning for it.

Here’s how Salesforce helps: 

• Task Management: Break the process into actionable steps with due dates and reminders. Whether it’s scheduling the next meeting or sending a contract for review, Salesforce keeps you on track.
• Collaborative Updates: Notes and updates on the Decision Process are visible to your entire team, so everyone knows where the deal stands and what’s next.

A Tool That Helps

Salesforce lays the groundwork, Plan2Close takes it further by embedding the Decision Process directly into your opportunity plan. 

It organizes each stage into a clear, actionable sequence, ensuring you track and document the customer’s decision-making criteria, stakeholders, and key milestones. 

By aligning your sales activities with the buyer’s timeline, Plan2Close keeps you one step ahead, helping you secure approvals, and confidently move the deal toward closure.

And just like with the Decision Criteria, by integrating this directly into your Opportunity, the data you capture as part of this process gives you better insight and confidence into your deals and enables you to allocate resources effectively, across the entire sales cycle. For example, you won’t be scrambling at the last minute to put together a custom demo for C-level executives because you will know that this is the final step in the decision making process for your prospect, and you can schedule the meeting and inform the necessary participants well in advance. 

Paper Process

You’ve done the hard work, now it’s time to seal the deal. 

The Paper Process is where contracts are reviewed, approvals are finalized, and signatures are secured. But this stage is notorious for delays that can jeopardize even the best opportunities.

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Have you ever lost momentum because a contract got stuck in someone’s inbox? Or worse, been left wondering where the contract even is? 

Salesforce takes this problem out of the Paper Process. From generating documents to tracking their approval status, Salesforce gives you complete visibility.

Here’s how Salesforce simplifies this stage:

• Document Management: Store and access templates directly in Salesforce to create contracts quickly and accurately.
• Approval Tracking: Keep tabs on where the document is in the approval process, so you know exactly when to follow up.

A Tool To Help 

While Salesforce helps manage the basics, DocuSign integrates seamlessly to help with the Paper Process. By automating e-signature requests and providing real-time status updates, DocuSign makes your deals easier to finalize. 

With DocuSign’s direct integration with Salesforce, you can even set your deals to automatically move to Closed Won when a document is signed! 

Identify Pain

Pain points are the reasons a prospect is going to pay for your solution.

They’re the challenges your prospect is desperate to solve. By uncovering and addressing these effectively, you’re no longer selling a product, you’re solving a problem, which is incredibly valuable to your prospect

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Pain points can be subtle, and if they’re not documented and shared with your team, they can be overlooked entirely.

Salesforce ensures that every pain point is captured and centralized. Whether it’s notes from a call or insights from an email, Salesforce gives you a complete picture of what matters most to your buyer. When the entire team has access to these insights, every conversation becomes more focused and impactful.

Here’s how Salesforce makes it happen:

• Call Notes and Logging: Quickly record pain points after a meeting, ensuring nothing is forgotten. Your Salesforce admin can create a custom field to hold this information if needed. 
• Centralized Insights: Everyone on the team has visibility into the prospect’s challenges, so that they can refer back to them in any future conversations.
• Activity Tracking: Review past interactions to spot recurring themes or concerns that can guide your next steps.

A Tool To Help

While taking notes on calls is useful, it can also take your attention away from key points your customer or prospect is making. 

AI recorder tools like Fathom AI Notetaker record and analyze calls, leaving you free to listen to the prospect, fully understand and ask questions to dig further into their pain points, and have everything recorded to refer back to later. 

You no longer have to frantically write down everything the prospect says, and then question your notes later or wonder if you missed a crucial element of their pain points. Call recorders like Fathom record everything and even summarize key points which also makes it easy for those supporting the sales team to get up to speed quickly with the customer’s pain points.   

Champion

A Champion can make or break your deal. They’re the person within your prospect’s org who believes in your solution and actively pushes it forward. Without a Champion, your deal might stall;or worse, get derailed by internal resistance.

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Having someone advocating for your solution behind the scenes can make a huge difference.

Salesforce helps you pinpoint your Champion by tracking activity and engagement levels across stakeholders.

A sales rep can see in Salesforce that the same stakeholder consistently joins calls, asks insightful questions and is actively pushing the deal forward. 

Recognizing this as Champion behavior, the rep prioritizes building rapport with this individual, providing them with tailored resources to strengthen their internal support. Champions can be captured using Contact Roles on Opportunities in Salesforce, so that it’s easy to see immediately who is helping move the needle on the prospect’s side. 

A Tool To Help

We noted it earlier, but Champions are part of the overall stakeholder landscape, and by seeing that map visually in OrgChartPlus, sales reps can ensure they’re spending their time building the right relationships with the right people. 

If your Champion is really enthusiastic, but doesn’t actually sit in the team making the decision, get them to introduce you to someone in the team that will influence the deal. 

Your Champion is still an important relationship to build, but they need to help push the deal forward on their side by introducing you to the key players as quickly as possible. 

Competition

You’re not the only solution your prospect is considering. Understanding who you’re up against  will help you win more deals.

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Losing a deal to a competitor is gutting. 

It happens when competitive insights aren’t captured or shared. Salesforce helps you track competitor mentions and objections directly in opportunity records, so you can strategize in real time.

Here’s how Salesforce keeps you competitive:

• Competitor Tracking: Log mentions of competitors during calls or emails, creating a database of insights to refine your positioning.
• Objection Management: Use Salesforce to document and address specific objections tied to competitors, ensuring you’re always prepared with a counterargument.
• Deal Insights: Review past deals to understand how you’ve won against, or lost to, specific competitors, and use those lessons to strengthen your current strategy.

A Tool To Help

Klue’s Salesforce integration helps you increase adoption of your competitive battlecards, arm reps with contextual win-loss data, and measure your impact on revenue. Combine Salesforce and Klue metrics to measure and prove your revenue impact.

6sense is another tool that can help you identify an Account’s readiness to buy. If you are able to see that your top prospects are engaging in buying behaviors, it’s likely they are working with your competitors. Having insight into this data can ensure you are first to bat when the customer exhibits buying signals. 

Summary

It is clear that Salesforce can support every aspect of MEDDPICC®, but introducing additional tools can improve the framework beyond the theory. 

What else would you add to the list to support MEDDPICC in Salesforce? We’d love to hear your thoughts!  Contact us to learn more and discover how this powerful framework can help your sales team close more deals, faster.