★★★  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 and coach them to develop your team, and at the same time, you need to have a management vision to plan resources, attract the 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 has emerged as a leader in Enterprise Sales Education. While training tens of thousands of quota-carrying salespeople to MEDDIC and MEDDPICC®, no course was dedicated to sales managers. This is the first online course related to the MEDDIC in the sales management series.

In this course, sales managers learn how to inspect deals during deal review sessions with their teams, whether held collectively or 1:1. They also learn how to build a sales process within the MEDDIC framework.

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 that 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 Course is composed of 5 main chapters:

  1. Advanced MEDDPICC (same content as in our flagship course for the sellers).
  2. Guidelines to Coach Sellers within the MEDDPICC framework
  3. Building Your Sales Process
  4. Building Customer Metrics (WIP)
  5. Deal Inspection within the MEDDPICC framework


This course is composed of:

  • 22 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,  
    • Objection Handling,
    • The MEDDPICC® score calculator,
    • MEDDPICC add-on,
    • Multiple Templates,
    • Quantified Pain Points vs. Metrics
    • Guideline for Coaching sellers 
    • Build your sales process
    • Build Customer Metrics
    • Deal Inspection
    • Quiz - 32 questions 
    • Certificate of completion
  • 160 min cumulated video
  • About 130 slides
  • Quiz
  • Special Offer to upgrade to the Infinite Sales Leadership Course (may be discontinued at any time)
  • 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 the renewal at any time after your subscription and still maintain access until the end of the paid period (check FAQ ).

MEDDPICC® is a registered trademark and should not be used without prior written permission from MEDDIC Academy.

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...

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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

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.

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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.

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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.

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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!

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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.

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star rating

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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. Introduction to MEDDPICC - Video

    2. Introduction to MEDDPICC Course Slides

    3. METRICS - Video

    4. METRICS Slides

    5. ECONOMIC BUYER - Video

    6. Economic Buyer - Slides

    7. DECISION CRITERIA - Video

    8. Decision Criteria - Slides

    9. Value Triangle & Decision Criteria

    10. IDENTIFY PAIN - Video

    11. DECISION PROCESS - Video

    12. Decision Process - Slides

    13. IDENTIFY PAIN - Slides

    14. CHAMPION - Video

    15. CHAMPION - Slides

    16. How To Build Champions - Video

    17. How to Build Champions - Slides

    18. ROI Sales pitch - Video

    19. ROI Sales Pitch: Slides

    20. SAY NO To Qualify & To Close

    21. SAY NO - Slides

    22. MEDDPICC addendum

    23. MEDDPICC addendum slides

    24. Full MEDDPICC Quiz

    25. Difference between Quantified Pain Points and Metrics

    26. Example of a VITO letter to the EB

    27. Example of a SAY NO to close a deal

    28. MEDDPICC Score Calculator - V4

    1. Is This How You Want To Coach Your Sellers?

    2. Guidelines for Coaching Sellers

    3. Building / Updating Your Sales Process

    1. Deal Inspection With MEDDIC - Main Video

    2. Deal Inspection Slides

    1. Join the Alumni Page on LinkedIn

    2. The BOOK : MEDDIC & MEDDPICC Exclusive Preview

    3. Infinite Sales Leadership

    1. Your certificate of completion.

About this course

  • $1,173.00 first payment, $391.00 / year onwards
  • 37 lessons
  • 3 hours of video content

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