UPDATE 04/2021: This course is maintained only for existing clients.
New clients should take the Advanced MEDDPICC course instead.
This course (which we used call "Full MEDDIC Bundle") is composed of 15 mini courses, 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:
- Metrics: Quantification of the potential gain and ultimately the economic benefit
- Economic Buyer: Interaction with the person who has decision control on the funds for the PO
- Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
- Decision Process: Process defined by the company to reach the purchase decision
- Paper Process: Approval Process including Legal and Procurement steps defined by the company to sign contract
- Identify Pain: Actual pains at the company which would require your product/service to be relieved
- Champion: Powerful & influential persons at the company, who are favorable to your solution
- 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:
- Economic Buyer,
- Decision Criteria,
- The Value Triangle,
- Decision Process,
- Identifying Pain,
- How to Develop Champions,
- The ROI pitch,
- Say No,
- MEDDPICC add-on,
- Score calculator
- Certificate of completion
- 125 min cumulated video
- About 80 slides
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.
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 ).
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...Read More
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 !Read Less
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.Read Less
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.Read Less
Enjoyed the content, I like the two examples for ROI.
Enjoyed the content, I like the two examples for ROI.Read Less
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!Read Less
Enjoyed the point on making customer articulate what they liked.
Enjoyed the point on making customer articulate what they liked.Read Less
Introduction to MEDDIC - Video
Introduction to MEDDIC - Slides
METRICS - Video
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 slides
Difference between Quantified Pain Points and Metrics
Full MEDDPICC Quiz
Your certificate of completion.
Example of a VITO letter to the EB
Example of a SAY NO to close a deal
MEDDIC/MEDDPICC Score Calculator
$797.00 / year
$797.00 / yearMEDDIC for Managers