★★★ 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:
- 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:
- 16 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,
- Quantified Pain points vs. Metrics
- Coaching sellers
- Quiz - 32 questions
- Certificate of completion
- 150 min cumulated video
- About 100 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 Sales Pitch: Slides
SAY NO To Qualify & To Close
MEDDPICC addendum slides
Full MEDDPICC Quiz
Difference between Quantified Pain Points and Metrics
Example of a VITO letter to the EB
Example of a SAY NO to close a deal
MEDDIC/MEDDPICC Score Calculator
Coaching Sellers With MEDDIC - Main Video
Your certificate of completion.