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Win more deals faster, and with fewer surprises. Focus on the right elements of the right deals.

MEDDICC

WIN MORE DEAL IN LESS TIME

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MEDDICC
COURSE SUMMARY

Level up your skills

Have you ever been sure you were going to win a deal, only to be surprised? Perhaps it was a decision maker you didn’t know about, a competing project which derailed the timeline, or a technical user who had concerns about the product. We’ve all been there. But with MEDDICC, you can stress less & make more (commission, that is). MEDDICC is a Deal Qualification Framework, which is essentially a repeatable checklist for complex B2B enterprise deals. In this training, you’ll learn how to use MEDDICC to identify the gaps in each deal & proactively solve them. Teams that use MEDDICC win more deals, bring in healthier clients, & hit their quotas more easily.

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WHAT YOU'LL ACHIEVE

The Outcomes

  • Close more deals by identifying & proactively solving gaps in your pipeline
  • Increase deal size by uncovering more meaningful gain, pain, & impact for every client
  • Create more urgency & eliminate stalled deals
  • Bring in healthier deals that form a foundation for strong upsells
  • Increase forecast accuracy & experience fewer surprises each quarter
  • Make it easier for your team to hit quota
  • Create a repeatable sales process that makes it easy for new reps to succeed

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HOW YOU'LL DO IT

The How

Virtual Instructor Led Training by an Expert MEDDIC Specialist. This program is delivered weekly over 5 weeks. Each session is two hours where you will learn how to apply MEDDICC in real life using real client case studies to discuss how MEDDICC can be applied.

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delivery

How it's delivered

Virtual Instructor Lead Training

Access to MEDDICC Scorecard

Apply MEDDICC to Real Case Study

Coaching to Embed the MEDDICC Framework

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modules

What is delivered

Introduction to Deal Qualification & MEDDICC

Learn how to qualify your deals by scoring your deals against a checklist that incorporates best practices for enterprise sales

Review the MEDDICC Framework & its core elements (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identified Pain, Champion, Competition)

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The MEDDICC Elements Part A

  • Metrics - how to uncover quantifiable metrics that actually matter to your customers
  • Economic Buyer - how to identify, connect with, & engage with the person who gives the final “yes”
  • Decision Process - how to discover & manage the process from evaluation to signature with your prospects
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Meddicc Elements Part B

  • Decision Criteria - how to uncover what matters to your customers & establish differentiation
  • Identified Pain - how to dig deeper into the painful current state your prospects are experiencing in order to drive urgency & progress the deal
  • Champion - how to enable your best client contacts to buy from you
  • Competition - how to win against both direct competition and your prospects’ option to “do nothing”

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Pipeline Qualification with MEDDICC

Learn how to leverage MEDDICC each week to evaluate deals in your pipeline. Where are the risks? Where are the opportunities? Where should you spend your time?

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Managing MEDDICC

Learn how to leverage MEDDICC to, increase close rates, & ensure forecast accuracy.

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