The Cult of MEDDIC and MEDDPICC – and Why Recruitment Needs Its Equivalent

If you’ve worked in sales, you’ve heard of MEDDIC or its younger cousin, MEDDPICC. They weren’t dreamt up by a social media “thought leader” last week – they were forged in the 1990s at PTC, a then-obscure software company that exploded into a global powerhouse.

The reason? Process. PTC didn’t rely on rainmakers with golden tongues. Instead, they systemised how their people sold:

• Metrics – what’s the business impact?

• Economic Buyer – who signs the cheque?

• Decision Criteria / Process – how is the choice really made?

• Pain – what problem are we solving?
  …and so on.

It wasn’t rocket science. But it was repeatable. It created habits. And those habits produced the highest performing enterprise salespeople of a generation.

Fast-forward, and MEDDIC has become a cult. Believers will tell you it’s their single biggest career advantage. Not because it’s clever, but because it’s simple, digestible, and relentlessly focused on creating consistent action.

Now, here’s the parallel: recruitment has no shortage of training programs. Whole L&D teams spend months building content, platforms, and frameworks. But too often, they over-engineer what is – at its heart – a process-driven profession. Recruitment doesn’t need a 12-week MBA in sourcing, or a 200-page playbook on candidate control.

What recruiters need is what MEDDIC gave salespeople: a system of easy-to-understand, easy-to-apply anchors that become habits. Do the small things, consistently, and mastery follows.

That’s why I built Zinger. It’s not heavy, abstract, or overblown. It’s bite-sized, actionable, and focused on the everyday disciplines that compound into big results.

The agencies who’ll win the next decade aren’t the ones with the slickest training decks. They’re the ones who give their recruiters a delivery vehicle that makes the right habits stick.

That vehicle is Zinger.
👉 www.zinger.life