🚀 How to nail enterprise sales

3 tactics to nail enterprise sales

📝 Follow the MEDDPICC framework

• Assess whether you have these components in place to win deals and if a deal is worth pursuing:

  • Metrics: What quantifiable outcomes will this buyer care about?

  • Economic buyer: Are you talking to the person who controls the budget?

  • Decision criteria: What are the must-haves the buyer is using to evaluate solutions?

  • Decision process: What’s the actual path to getting this approved?

  • Paper process: What legal, procurement, and red tape will delay your deal?

  • Identify pain: What’s the cost of inaction for the buyer?

  • Champion: Who is selling this deal internally when you’re not in the room?

  • Competition: Who else are they considering and why might they win?

• Treat MEDDPICC as a compass for deal development, not a checklist for rejection on Day 1; it signals opportunities to engage, add value, and strengthen the deal

🔍 Deep dive into each step

• Metrics: Quantify your impact. Tie your value prop to numbers the buyer already tracks. Instead of saying “we save time,” say “we reduce processing time by 70%, saving 10 hours per week and $25,000 annually.” Ask:

  • What KPIs matter most to you this quarter?

  • What would a successful outcome look like in dollars, time, or productivity?

• Economic buyer: You’re not closing unless the budget-holder is in the loop. Even if you’re not introduced early, you need to identify them and start planning your path. Ask:

  • Who ultimately approves the spend?

  • What’s their top priority for this year?

• Decision criteria: This is the buyer’s scorecard. Know what you’re being measured against so you can align. Ask:

  • What are your non-negotiables in a solution?

  • What concerns would make you disqualify a vendor?

• Decision process: The biggest sales killers are buried in process delays. Get clarity early. Ask:

  • What steps are involved in signing off on this?

  • Who else gets pulled into the process?

• Paper process: Legal, procurement, IT, finance—it’s a parade of paperwork. If you wait until the end to surface it, you’re dead in the water. Ask:

  • Will we use your paper or ours?

  • What’s the usual timeline for contracting and reviews?

• Identify pain: No pain = no urgency. Uncover what’s actually broken so you can sell impact, not features. Ask:

  • What’s the cost of doing nothing?

  • What’s the biggest frustration in your current process?

• Champion: Deals rarely close without an insider advocating for you. Identify who benefits most from your solution and make them your champion. Ask:

  • Who’s most affected by this pain internally?

  • Who’s driven similar change in the past?

• Competition: You’re not the only one at the table. Know who you’re up against, where they shine, and where they don’t. Ask:

  • What other solutions are you considering?

  • What do you wish your current tool did better?

🛠️ Improve MEDDPICC implementation

• Bake it into your CRM: Add fields for each element in your deal record. Force yourself to fill them in

• Coach to it: Use deal reviews to audit gaps and build manager 1:1s around these questions

• Automate reminders: Use workflows to ping yourself when a key piece of info is missing

• Update often: MEDDPICC is dynamic. Update it as deals evolve; don’t “set it and forget it”

2 traps to avoid

🚨 MEDDIC instead of MEDDPICC

• MEDDIC was the original checklist: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion

• The “P” and second “C” in MEDDPICC were added for a reason:

  • Paper Process: In enterprise sales, legal and procurement can slow you down more than the decision-maker

  • Competition: You’re never selling in a vacuum. Understanding where you stand in the market is critical

• If you’re running fast sales cycles, MEDDIC might suffice. However, if you’re in 6–12 month enterprise deals with layered approvals and RFPs, MEDDPICC is non-negotiable

🚨 Mistaking friendliness for champion advocacy

• Availability and enthusiasm ≠ influence or decision power

• A true champion is personally invested in your success, have organizational influence, and actively work to advance your proposition (eg. creates opportunities, shares inside information, and guides your strategy through the organization's political landscape)

• Qualify champions early with specific criteria through their actions, not just words: 

  • Evaluate their influence (can they access key stakeholders?) 

  • Motivation (do they have personal skin in the game?), 

  • Advocacy capability (have they successfully championed initiatives before?)

1 tool to leverage

📖 Best practice on enterprise sales

• Aim for 30-40% win rate on warm/relationship led deals, 20-25% on inbound deals, and 10-18% on cold outbound deals

• Low win rates signal pricing or qualification issues

• Leverage tools like Attio to keep operations lean and support MEDDPICC via custom fields, basic automations and integrations.

Bonus: 1 trend to spark startup ideas

📈 Privacy will become an important moat in crypto

• The missing pillar of global finance: Privacy is the critical prerequisite for migrating the world’s financial systems on-chain, yet it remains the most neglected feature in the current blockchain landscape

• Performance vs privacy: In a market where performance and low fees have become commoditized "race-to-the-zero" metrics, privacy has emerged as the most powerful way for a chain to differentiate itself

• The “secrets” moat: While bridging tokens between public chains is trivial, "bridging secrets" is technically hazardous. Moving assets between private zones risks leaking metadata (e.g transaction timing and size) that can expose a user’s identity

• Defensive network effects: Privacy creates a unique form of "chain lock-in." Once a user or institution enters a private ecosystem, the risk of exposure during an exit makes them significantly less likely to leave, creating a "privacy network effect"

• Winner-take-most dynamic: On public chains, users can transact across ecosystems with no friction; on private chains, the choice of network carries much higher stakes. This friction drives users toward a few dominant, secure environments

• The future of blockspace: As general-purpose blockspace becomes a commodity, only chains with unfair advantages (e.g. native privacy) will maintain loyalty. A handful of privacy-centric chains are likely to capture the majority of real-world crypto use cases