Complete End-to-End Sales Workflow Backed by MEDDIC and Challenger

Sarah Socha
May 12
3 min read

From Research to Revenue:

In today’s saturated markets, being a great salesperson is no longer just about charm, persistence, or product knowledge—it's about leading the customer with insight, qualifying rigorously, and personalising outreach through strategic use of social tools and structured process.

This blog walks through an actionable sales workflow, tying in proven methodologies like MEDDIC and The Challenger Sale, so your team can consistently execute high-quality sales engagements that convert.

Why Process Matters More Than Ever

With 70% of the buyer’s journey now completed before a salesperson is even contacted (Source: SiriusDecisions), every interaction must deliver insight and relevance. According to Gartner, high-performing reps are 2.3x more likely to use a replicable sales strategy rooted in insight, qualification, and control.

Overview of MEDDIC: The Science of Sales Qualification

MEDDIC is a qualification methodology that helps sales reps focus on the deals most likely to close. Each letter stands for a vital checkpoint:

Metrics – What measurable impact will your solution deliver?
Economic Buyer – Who has the authority to sign the deal?
Decision Criteria – What factors will influence the buying decision?
Decision Process – How does the company make decisions?
Identify Pain – What is the critical pain point you’re solving?
Champion – Who will internally advocate for your solution?

Fact: Companies that adopt MEDDIC report higher forecast accuracy and win rates of 20–25% above average (Forrester).

Overview of The Challenger Sale: Teach, Tailor, Take Control

The Challenger Sale, based on a study of over 6,000 reps by CEB, found that top performers are “Challengers” who:

Teach with commercial insight
Tailor the pitch to the customer’s value drivers
Take Control of the sales conversation, especially around pricing and objections

Fact: Challenger reps close 40% more high-complexity deals than other profile types.

The End-to-End Sales Meeting Workflow

The workflow below helps sales teams operationalise insight, preparation, and structure—key components of both MEDDIC and Challenger methodologies.

Meeting Booking & Preparation Workflow

Sales Coordinator / Admin Support Responsibilities:

Book Meetings Promptly
- Add meetings to calendars and CRM within 24 hours.
- Assign to the appropriate sales rep.
Connect & Engage on LinkedIn
- Add all attendees.
- Follow their company page and invite them to follow yours.
Log Marketing Activity
- Record the meeting in the central marketing or outreach sheet.
Initiate Prep Process
- Share details with research team.
- Ensure prep document is completed within 24 hours and sent to the rep.
Client Communications
- Send meeting confirmation 24 hours in advance.
- Send a reminder 1 hour before the meeting.
Call Participation
- Join calls to support where needed (admin, notes, or tech issues).
- Sales Rep Responsibilities:
Deliver Value Immediately
- Use MEDDIC to guide questions.
- Apply Challenger principles to teach something new and relevant.
Follow-Up Strategy
- Send a general follow-up with deck and thank-you note within 24 hours.
- Within 48 hours, follow up with tailored value or book a second meeting.
Future Planning
- If blocked by timing or budget, set a provisional check-in call for 3 months ahead.