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.

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.