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Overpath

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Overpath

Product

Solutions

Resources

Book a Demo

Overpath

Product

Solutions

Resources

Book a Demo

The MEDDICC
Playbook for B2B
SaaS Sales Teams

The MEDDICC Playbook for B2B
SaaS Sales Teams

The MEDDICC
Playbook for B2B
SaaS Sales Teams

The step-by-step MEDDICC playbook for B2B SaaS sales teams. The qualification questions, deal-stage checklists and manager review prompts your reps need to execute MEDDICC in every deal. Free to download.

What's in the MEDDICC playbook?

The questions, talk tracks and templates behind every letter of MEDDICC.

Building pain (Metrics, Decision Criteria, Identify Pain)

The three levels of pain (technical, business and personal) and the questions that move a prospect from symptoms to a reason to act. Includes mirroring, TED questions, labelling and four ways to uncover personal pain without being intrusive.

Multi-threading (Economic Buyer, Champion)

Overpath is the execution layer that has always been missing

Why your champion and economic buyer must be two different people, how to map an economic buyer’s strategic priorities, and the one discovery question to stop asking.

Knowing the next step has never been the problem. Overpath takes it from there.

Competitive positioning (Competitor)

Connects to your entire sales stack

A battlecard template, a competitive discovery sequence that gets prospects to name your competitor’s weaknesses, and the STAR method for telling customer stories.

Knowing the next step has never been the problem. Overpath takes it from there.

Mutual action planning (Decision Process)

Overpath is the execution layer that has always been missing

How to build a mutual action plan with your prospect, why it hinges on a critical event, and how to manage “getting to yes” separately from the paper process.

Knowing the next step has never been the problem. Overpath takes it from there.

The MEDDICC deal checklist

Connects to your entire sales stack

Sixteen yes-or-no questions that expose the gaps in any deal and tell your reps what to cover on the next call.

Knowing the next step has never been the problem. Overpath takes it from there.

Download the free MEDDICC playbook

Download the
free MEDDICC playbook

Customer stories

See how revenue teams are using Overpath to win more and move faster.

See how revenue teams are using

Overpath to win more and move faster.

Lennox Academy
Paddy (GTM)
We've spent years building the methodology. The hardest part was watching it be forgotten the moment training ended.

Overpath is the first time we've seen it hold. Molly doesn't just reference the framework, she enforces it inside the deal, at the moment a rep is deciding what to do next.

What stands out is that reps aren't just aware of the methodology anymore. They're executing it without a manager standing over every call.

This is the layer our framework always needed and never had.
We've spent years building the methodology. The hardest part was watching it be forgotten the moment training ended.

Overpath is the first time we've seen it hold. Molly doesn't just reference the framework, she enforces it inside the deal, at the moment a rep is deciding what to do next.

What stands out is that reps aren't just aware of the methodology anymore. They're executing it without a manager standing over every call.

This is the layer our framework always needed and never had.
Bronto
Shane (Director of Sales)
Overpath is putting time back into the hands of our AEs and managers.

Calls reviewed, notes updated, next steps suggested. All automatically. The time that used to disappear into admin and deal reviews is now back in the hands of the people who should be spending it selling.

What stands out most is how it surfaces gaps in deals that would previously have gone unnoticed until it was too late. The AE coaching has had a visible impact on how reps are developing and how pipeline is moving.

The product is moving fast. We are excited about where this is going.
Overpath is putting time back into the hands of our AEs and managers.

Calls reviewed, notes updated, next steps suggested. All automatically. The time that used to disappear into admin and deal reviews is now back in the hands of the people who should be spending it selling.

What stands out most is how it surfaces gaps in deals that would previously have gone unnoticed until it was too late. The AE coaching has had a visible impact on how reps are developing and how pipeline is moving.

The product is moving fast. We are excited about where this is going.
Trustap
Jonny (VP Sales)
Jonny (VP sales)
Before Overpath, one of my biggest time drains was sitting down with reps to work through deal management. Trying to understand why deals had stalled or where the risk was before it was too late.

Overpath changed that. It gives me clear signals on every deal. Not just when things are going well but, more importantly, when they are not.

That means I can sit down with a rep at exactly the right moment, give them the feedback that actually matters, and do it when it can still change the outcome.

That allows us to close more deals in less time
Before Overpath, one of my biggest time drains was sitting down with reps to work through deal management. Trying to understand why deals had stalled or where the risk was before it was too late.

Overpath changed that. It gives me clear signals on every deal. Not just when things are going well but, more importantly, when they are not.

That means I can sit down with a rep at exactly the right moment, give them the feedback that actually matters, and do it when it can still change the outcome.

That allows us to close more deals in less time
Spark
Spark
Brendan Hennessy - CEO
I’ve been more impressed than I expected to be.

I wasn’t sure how it would help me more than the tools I’m already using, but the prompts are some of the smartest I’ve seen. It flags risks, like where a buyer stumbled, and it prompts me to ask questions of other people who contributed to the call. That’s really good value, particularly with how GTM teams are built these days.

After a call, Molly asks if I want to log it in HubSpot or create the deal, and she does it. I didn’t have to go into HubSpot and do it manually.
I’ve been more impressed than I expected to be.

I wasn’t sure how it would help me more than the tools I’m already using, but the prompts are some of the smartest I’ve seen. It flags risks, like where a buyer stumbled, and it prompts me to ask questions of other people who contributed to the call. That’s really good value, particularly with how GTM teams are built these days.

After a call, Molly asks if I want to log it in HubSpot or create the deal, and she does it. I didn’t have to go into HubSpot and do it manually.

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