Is it true that within MEDDICC, qualifying on competition involves evaluating both technical capabilities and political influence?

The statement is accurate in the context of the MEDDICC sales qualification framework. Within MEDDICC, which stands for Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, and Competition, qualifying on competition indeed involves a comprehensive evaluation of both technical capabilities and the political landscape influencing the purchasing decision.

When assessing competition, understanding technical capabilities is crucial as it allows a salesperson to compare their product's features, performance, and benefits against those of competitors. This technical evaluation helps in identifying how well a product can meet the customer's needs compared to other options available in the market.

Additionally, political influence plays a significant role in the decision-making process. It is essential to understand the stakeholders involved, their motivations, and how their preferences can shape the purchasing decision. This insight helps in navigating the organizational dynamics and aligning efforts accordingly.

The interplay of both technical and political factors is vital for a successful sales strategy, making the assertion that qualifying on competition involves both aspects correct.