The 5 Ts
03 / 05Tactics
Master execution at every level.
Coach better plays, make better calls, win more consistently.Embed MEDDPICC into how your team forecasts, coaches, and runs deals.
The problem
Bad tactics tick boxes. Good tactics tell you what to do next.
When qualification is box-ticking, deal reviews become storytelling and the forecast becomes fiction. MEDDPICC done badly is a backward-looking scorecard — red and green for their own sake. Done well, it's a proactive instrument that tells you, and your reps, exactly what to do next.
What you’ll master
Leave able to do these — not just talk about them.
- Lead the four tools of execution — deal reviews, forecasting, coaching, and playbook execution.
- Embed MEDDPICC into how the team qualifies, forecasts, and coaches.
- Coach to the gaps — MEDDPICC isn't binary, so stop the red/green theatre.
- Turn every deal review into qualification, not a status update.
The framework
Proactive MEDDPICC
MEDDPICC isn't a scorecard you fill in after the fact — it's a coaching instrument. Proactive MEDDPICC tells you what to do next on every deal, turning qualification from box-ticking into a way to win. The eight elements:
- Metrics — the quantified value the buyer is chasing.
- Economic Buyer — the person with the power to say yes.
- Decision Criteria — what they'll judge the decision on.
- Decision Process — how the decision actually gets made.
- Paper Process — the path from “yes” to signed.
- Implicated Pain — the cost of doing nothing.
- Champion — the person who sells when you're not in the room.
- Competition — everything else they could do instead.
Inside the program
MembersCoaching frameworks & the MEDDICC Playbook
Members get the coaching frameworks and the MEDDICC Playbook to embed proactive MEDDPICC into every deal review and forecast.
This is a hands-on exercise inside the T5 program, unlocked with membership.
Master all five
Tactics is one of five. The system is all of them.
T5 turns sales leadership from instinct into a system. Get the whole thing with membership.