MEDDPICC vs. SNAP: What Are They and Which One Is Right For You?

Max Gayler

November 15, 2024

Remote Works

Picture two mountain climbers setting out on different expeditions. One is tackling the world’s tallest peak, navigating icy cliffs, complex terrain, and sudden storms. This climber needs every piece of specialized gear to anticipate and handle every obstacle. This is MEDDPICC—an approach for the long haul, managing complex, high-stakes sales with precision and strategy.

The other climber? They’re racing up a smaller, rocky trail. Their mission is about speed, reaching the summit quickly, with only the essentials in their pack. That’s SNAP—lightweight, efficient, and designed for fast, straightforward sales that align with a buyer’s immediate needs.

If you’re taking MEDDPICC up that smaller hill, you’re probably carrying too much. But climbing Everest without the right gear? That’s asking for trouble. The key is knowing which mountain you’re climbing and bringing the right tools to the challenge.

Key Takeaways

MEDDPICC is a thorough, high-stakes sales framework designed for complex B2B deals where managing multiple decision-makers is critical.
SNAP focuses on a buyer-centered approach, removing friction and focusing on speed, ideal for straightforward sales cycles.
Choosing between MEDDPICC and SNAP is about aligning your framework with the sales cycle, buyer expectations, and deal complexity.
Successful implementation requires planning, from training and CRM integration to ongoing team support.

Why Do I Need to Implement a Sales Framework?

The importance of a structured sales methodology is clear. According to a study by the Sales Management Association, companies that follow a defined sales process are 33% more likely to be high performers.

Implementing a sales methodology like MEDDPICC or SNAP offers several key benefits:

Consistency: Ensures a uniform approach across the sales team.
Efficiency: Companies with a formal sales process have 18% more revenue growth compared to companies that don't.
Scalability: Facilitates easier onboarding and performance tracking as teams grow.
Predictability: Improves forecasting accuracy and pipeline management.

However, it's important to note that implementing a sales methodology is not without challenges. Research shows that 40% of salespeople find getting responses from prospects to be getting harder, highlighting the need for robust qualification frameworks.

What is MEDDPICC?

MEDDPICC is an evolved version of the MEDDIC framework, adding two critical elements to provide an even more comprehensive approach for high-stakes sales. Developed in complex B2B environments, MEDDPICC is structured to qualify every possible aspect of a sale. It stands for:

Metrics: What measurable success indicators matter most to the prospect?
Economic Buyer: Who has the final say on budget and financial decisions?
Decision Criteria: What key requirements and standards will influence the decision?
Decision Process: What is the approval process, timeline, and chain of command?
Paper Process: What contractual or procurement steps need to be cleared?
Identify Pain: What problem is the prospect trying to solve?
Champion: Who within the organization will advocate for your solution?
Competition: Which competitors are also under consideration, and what advantages do they hold?

MEDDPICC is best suited for high-value, complex sales cycles with multiple stakeholders. It leaves almost no stone unturned, covering metrics, pain points, champions, and competition to fully qualify the opportunity and minimize the risk of last-minute surprises.

Pros of MEDDPICC

Comprehensive Qualification: Ensures all details are covered, from buyer pain points to decision criteria.
Focus on Champions: Advocates within the buyer’s organization increase your chances of success.
Thorough Risk Management: By addressing competitive threats and contractual hurdles, MEDDPICC helps protect against potential roadblocks.

Cons of MEDDPICC

Resource-Intensive: Detailed information gathering takes time and can slow down the sales process.
Complexity: The framework can be overwhelming for newer or smaller sales teams.
Potential Overkill: For simpler or shorter sales cycles, MEDDPICC can feel excessive.

When to Use MEDDPICC

If your sales team handles complex B2B deals with extended cycles and multiple stakeholders—such as software or enterprise solutions—MEDDPICC’s thorough approach provides the control needed to manage these high-stakes deals.

If you want to see the key differences between MEDDPICC and MEDDIC, we can help you there.

What is SNAP?

Created by Jill Konrath, SNAP is a methodology designed for simplicity and speed. In a time when buyers are overwhelmed with options, SNAP helps you stand out by focusing on what’s essential for the buyer.

SNAP stands for:

Simple: Keep the sales process straightforward, removing any unnecessary complexity.
iNvaluable: Position your solution as essential to the prospect’s success.
Align: Make sure the solution matches the prospect’s primary objectives.
Priorities: Emphasize the prospect’s urgent needs and priorities.

With SNAP, the goal is to stay out of the weeds and focus on what will drive a quick decision. It’s particularly effective for transactional sales and situations where the prospect may feel rushed or distracted.

Pros of SNAP

Buyer-Focused: SNAP keeps the focus on what’s essential for the prospect.
Quick Implementation: It’s simple to learn and easy to apply.
Efficient: SNAP minimizes delays by addressing the prospect’s primary needs directly.

Cons of SNAP

Limited Depth: For complex deals, SNAP may lack the detail needed to close.
Less Strategic: Compared to MEDDIC, SNAP doesn’t dig as deeply into decision processes or internal champions.
Not Ideal for Long Cycles: For multi-stage, high-value deals, SNAP might be too lightweight.

When to Use SNAP

If you’re handling short sales cycles, straightforward solutions, or high-velocity environments, SNAP is a powerful tool. It’s particularly useful for selling transactional products, where quick decisions are key.

MEDDPICC vs SNAP: A Direct Comparison

MEDDPICC vs SNAP Comparison Table

Criteria	MEDDPICC	SNAP
Best For	Complex B2B sales with long cycles, multiple stakeholders, and a high degree of risk management, such as enterprise software and SaaS	Fast, transactional sales environments where customers prioritize simplicity and speed, such as tech products and consumer services
Primary Focus	Thorough qualification, covering every aspect of the decision-making process to ensure control and minimize risk	Simplifying the buyer’s journey by focusing on what’s most relevant to the customer
Sales Cycle Length	Long	Short to moderate
Decision Complexity	High; involves multiple decision-makers, formal approval processes, and extensive qualification	Low to moderate; typically involves fewer stakeholders and a streamlined decision process
Pros	Comprehensive, minimizes risk by covering every key factor, including competition and internal advocates (champions)	Buyer-focused and streamlined; encourages reps to prioritize what matters most to the customer and move quickly
Cons	Time-consuming and resource-intensive, can be overly complex for simpler deals or inexperienced teams	Lacks depth for larger, high-stakes sales; may not address detailed qualification needs required in complex B2B sales
Ideal Reps	Experienced, consultative sellers who are comfortable with detailed qualification and managing multi-stakeholder environments	Quick, agile reps who can simplify processes and focus on aligning with the customer’s most pressing needs
Training Requirements	High; requires comprehensive understanding of each step, including handling champions and competitive threats	Moderate; focuses on teaching reps to prioritize key buyer concerns and accelerate the decision process
CRM Integration	Structured tracking needed; CRM should support detailed data on buyer metrics, decision criteria, and competitive positioning	Light tracking; CRM should allow quick notes on buyer priorities, main objections, and decision triggers

MEDDPICC vs. SNAP: Which is Best For Your Team?

Evaluate Your Sales Cycle and Buyer Expectations

For deals with longer cycles, complex decision processes, and multiple stakeholders, MEDDPICC’s comprehensive structure provides the depth you need. But if your buyers want simplicity and speed, SNAP’s streamlined approach is better suited for quick, buyer-aligned decisions.

Identify the Buyer’s Journey

Consider the type of experience your buyers expect. MEDDPICC works well for structured B2B sales cycles where detailed qualification and risk mitigation are essential. In contrast, SNAP appeals to buyers who value simplicity and need minimal friction.

How to Implement a New Sales Framework

Train Your Team

Training is critical for both frameworks, though MEDDPICC requires more in-depth learning. Workshops, role-play, and ongoing support will help your team understand MEDDPICC’s detailed steps or SNAP’s fast-paced approach. For remote teams, tools like Claap allow reps to practice in real scenarios and refine their skills.

Integrate with Your CRM

Make your chosen methodology easy to track in your CRM. MEDDPICC requires detailed tracking of metrics, champions, and competitive factors, while SNAP calls for straightforward tracking of buyer needs and key priorities.

Encourage Adaptability

Each framework should be applied flexibly to fit the unique demands of individual deals. Giving reps room to adapt will help them make the best use of the methodology in each specific situation.

Measure and Monitor

Track key metrics to see how the framework impacts your sales cycle, win rate, and deal velocity. Compare pre- and post-implementation results to assess how well MEDDPICC or SNAP fits your team’s needs.

Reinforce Wins

Celebrate successes to encourage adoption. Recognize team members who successfully use MEDDPICC or SNAP to close deals, reinforcing positive habits and team morale.

How Can I Implement the MEDDPICC or SNAP Sales Methodology in My Sales Team?

MEDDPICC or SNAP sound like something right up your street? Let’s get you set up.

There are a number of ways for you and your sales team to start investing in the MEDDPICC or SNAP sales methodology.

The easiest way is by signing up to Claap. This tool records all your sales calls, gives you an AI summary along with a word-for-word transcript of everything that was said. You can even record quick video clips to send to your prospects and keep them engaged.

Each of your call recordings even comes with a coaching tab so you can get a MEDDPICC/SNAP breakdown of every call to make sure you’re completing the framework and maximizing your conversion.

You can even get a complete view of all your deals and see which steps of MEDDPICC/SNAP have been completed between all the calls you have with prospects.

You can get a 14-day FREE trial right now (no credit card required).

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