★★★  Our BEST SELLER Course: Advanced MEDDPICC  ★★★

This course (which we used to call "Full MEDDIC Bundle") is now composed of 15 modules, totaling more than 2 hours (if binge watched), representing not only the original MEDDIC as it was practiced at PTC, modernized and adapted by Meddic Academy but also new modules such as "How to Develop Champions", "ROI, Return on Investment" and "Say No" which are exclusive concepts/content and more recent developments by MEDDIC Academy.

MEDDIC, aka MEDDICC or MEDDPICC (see the variants here), is one of the most renowned Sales Methodologies. It is a set of Sales and Qualification techniques developed and practiced at PTC (aka Parametric Technology Corp.), a company recognized as one of the strongest sales cultures in the context of Enterprise Software (now SaaS). PTC experienced over 40 quarters of continuous growth thanks to MEDDIC.

MEDDIC Academy's present students are among the sales force of some of the very well known tech companies such as:

With this course, you will learn MEDDIC and receive a certificate of completion at the end of your training.

MEDDPICC refers to:

  1. Metrics: Quantification of the potential gain and ultimately the economic benefit
  2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
  3. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  4. Decision Process: Process defined by the company to reach the purchase decision
  5. Paper Process: Approval Process including Legal and Procurement steps defined by the company to sign contract
  6. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  7. Champion: Powerful & influential persons at the company, who are favorable to your solution
  8. Competition: The alternative choice for the client if they don't buy from us


The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.

This course is composed of:

  • 15 bite sized modules:
    • Introduction, 
    • Metrics, 
    • Economic Buyer, 
    • Decision Criteria, 
    • The Value Triangle, 
    • Decision Process, 
    • Identifying Pain, 
    • Champion, 
    • How to Develop Champions, 
    • The ROI pitch, 
    • Say No,  
    • MEDDPICC add-on, 
    • Quiz
    • Score calculator
    • Certificate of completion
  • 125 min cumulated video
  • About 80 slides
  • Quiz


Upon completion of this course, in addition to your certificate of completion, which will be verifiable by third parties on our website, we'll welcome you in the MEDDIC Academy Alumni on LinkedIn and you'll be able to add the skill to your LinkedIn profile. LinkedIn Add to Profile button

You can subscribe to this course by hitting the SUBSCRIBE button if you are an individual, or as an Enterprise license for your entire sales force or a department by inquiring through the contact page.

If you are not interested in the annual subscription, you can cancel renewal after your subscription at any time and still maintain access until the end of the paid period. (check FAQ#4 ).

Praise for this course:

5 star rating

A great course to understand & apply MEDDIC

Anthony Cross

The Full MEDDIC is a good series of short & concise courses that take you through each one of the 6 key elements. It's a very pragmatic approach, applic...

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The Full MEDDIC is a good series of short & concise courses that take you through each one of the 6 key elements. It's a very pragmatic approach, applicable immediately, to help you better qualify and manage deals. Darius explains really well the essence of each element and gives good tips & tricks. A must follow !

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5 star rating

clear, sharp and easy to understand

Ann-Kathrin Sommer

This course is easy to understand. It highlights the main elements. It is explained very well.

This course is easy to understand. It highlights the main elements. It is explained very well.

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5 star rating

Invaluable

Belema Roberts

This module has helped me so much. I understand where I've been failing in my qualification. Thank you.

This module has helped me so much. I understand where I've been failing in my qualification. Thank you.

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5 star rating

One of the best courses yet!

Jon Rydberg

Enjoyed the content, I like the two examples for ROI.

Enjoyed the content, I like the two examples for ROI.

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5 star rating

Very useful methodology

Jorge Eduardo BELART MUÑOZ

It's a brief and concise explanation of what all sales-related staff should know about the sales process of any kind. Thanks so much for sharing!

It's a brief and concise explanation of what all sales-related staff should know about the sales process of any kind. Thanks so much for sharing!

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5 star rating

Great concepts

Michael Locke

Enjoyed the point on making customer articulate what they liked.

Enjoyed the point on making customer articulate what they liked.

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star rating

About the instructor

Founder of MEDDIC ACADEMY, ex-Oracle, ex-PTC, Serial Entrepreneur with 2 exits.

Darius Lahoutifard

Darius Lahoutifard, MEDDIC Academy’s founder, is a Serial Entrepreneur and a former Executive at PTC and Oracle among other software companies. His previous company, Business Hangouts, was a Google G Suite live broadcasting app, with millions of users, acquired within 3 years. He started his career as a robotics engineer. He moved to sales, where he had outstanding performances before being promoted to management. At the age of 28, he became the CEO of a subsidiary of Schlumberger, running a $10M business. Although he was quickly successful in climbing the corporate ladder, he was more interested in tech startups. Darius Lahoutifard joined PTC where he took his business unit from $4M to $27M in three years, up to 150 people, all within the most strategic region for the company: France, the fiefdom of the main competitor, Dassault Systemes. With his team at PTC, he outsold Dassault in their own home market. PTC is where MEDDIC was invented. As an early executive, he contributed to the definition and the execution of what became the world’s most renowned sales methodology: MEDDIC. After PTC he founded four startups (Enterprise Software and Internet companies) with two exits and led sales teams at established companies such as Agile/Oracle and Think3. His passion for SALES goes beyond MEDDIC. At his startups, he was always the first sales person, selling to customers, of course, but also to employees (to bring in the best talents) and to investors (to raise funds over five rounds, an aggregate of about $20M). Darius Lahoutifard received a Masters’ of Engineering degree from Ecole Centrale de Paris (where he was ranked 1st at the entrance exams) and a Certificate in Organizational Analysis from Stanford University. He is a patent holder and a published author. He has been a guest lecturer at the University of Washington in Seattle and the National Defense University in Washington D.C. Darius is multicultural, multi-national, multi-lingual and familiar with 6 languages. He has lived and worked in Asia, Europe and the US. He has been a resident of California since 2009. His motto : "Nothing Happens Until You sell something to someone." Welcome to MEDDIC ACADEMY!

Course Curriculum

  • 1

    Course Curriculum

    • Introduction to MEDDIC - Video

    • Introduction to MEDDIC - Slides

    • METRICS - Video

    • METRICS Slides

    • ECONOMIC BUYER - Video

    • Economic Buyer - Slides

    • DECISION CRITERIA - Video

    • Decision Criteria - Slides

    • Value Triangle & Decision Criteria

    • DECISION PROCESS - Video

    • IDENTIFY PAIN - Video

    • Decision Process - Slides

    • IDENTIFY PAIN - Slides

    • CHAMPION - Video

    • CHAMPION - Slides

    • How To Build Champions - Video

    • How to Build Champions - Slides

    • ROI Sales pitch - Video

    • ROI: Add-on mini-course

    • ROI Sales Pitch: Slides

    • SAY NO To Qualify & To Close

    • MEDDPICC addendum

    • MEDDPICC addendum slides

    • Difference between Quantified Pain Points and Metrics

    • Full MEDDPICC Quiz

    • Example of a VITO letter to the EB

    • Example of a SAY NO to close a deal

    • MEDDIC/MEDDPICC Score Calculator

    • Your certificate of completion.

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