MEDDIC is evidence, not paperwork

Teach Use this framework as a lens, not a script. Start with the buyer context, then make the commercial implication visible, then ask for the smallest next commitment that proves the opportunity is real. The visual rhythm is before and after: vague interest becomes named pain; named pain becomes measured consequence; measured consequence becomes a buying path. Common trap The trap is mistaking activity for acquisition progress. A demo, a follow-up email, or a friendly champion is not proof unless it reveals urgency, decision power, and a mutually useful next step.

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