★★★  Most Strategic Function In Any Sales Force  ★★★

Whether you carry the title of a Regional VP, Sales Director or District Manager, as a first line manager, you represent the most important and the most sensitive function in any sales force. You need to be strategic and tactician at the same time. You need to be a doer to back up your team members, coach them to develop your team and at the same time you need to have management vision to plan resources, attract best talents, have great assessment skills to adjust the teams and a lot more. 

This course is for YOU!

In the past few years MEDDIC Academy emerged as a leader in Enterprise Sales Education. While training thousands of quota carrying sales people to MEDDIC, we had no course dedicated to sales managers. This course is the first one in the sales management series. (more to come).

In this course, sales managers learn how to inspect deals during the deal review sessions with their teams whether the sessions are held collectively or 1:1.

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:

  • 16 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, 
    • Quantified Pain points vs. Metrics
    • Coaching sellers 
    • Quiz - 32 questions 
    • Certificate of completion
  • 150 min cumulated video
  • About 100 slides
  • Quiz
  • Certificate


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...

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
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.

Read Less
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.

Read Less
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.

Read Less
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!

Read Less
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.

Read Less
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 Sales Pitch: Slides

    • SAY NO To Qualify & To Close

    • MEDDPICC addendum

    • MEDDPICC addendum slides

    • Full MEDDPICC Quiz

    • Difference between Quantified Pain Points and Metrics

    • MEDDIC/MEDDPICC Score Calculator

    • Coaching Sellers With MEDDIC - Main Video

    • Your certificate of completion.

Stop looking around!

Start investing in yourself!