This course covers ECONOMIC BUYER, which is the "E" in MEDDIC. Please check "Introduction to MEDDIC" course if you have not already taken the course or read the description.

It is recommended to take "Introduction to MEDDIC" before any other MEDDIC course.

As you know, MEDDIC 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 Process: Process defined by the company to reach the purchase decision
  4. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  5. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  6. Champion: Powerful & influential persons at the company, who are favorable to your solution

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:

  • 8 min video
  • 8 slides
  • 1 Quiz (to be added soon)

What our clients are saying:

star rating

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

Solid Course

Jon Rydberg

Great content.

Great content.

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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

    MEDDIC - 2nd Element: Economic Buyer

    • ECONOMIC BUYER - Video

    • Economic Buyer - Slides

OK, now stop looking around and start learning:

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