MEDDIC - 4th Element: DECISION PROCESS

DECISION PROCESS is another "D" in MEDDIC

This course covers DECISION PROCESS, which is another "D" in MEDDIC. Please check "Introduction to MEDDIC" course if you have not already taken the course or read the description.

It is recommended to take "Introduction to MEDDIC" before this course.

As you know, MEDDIC 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 Process: Process defined by the company to reach the purchase decision
  4. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  5. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  6. Champion: Powerful & influential persons at the company, who are favorable to your solution

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.

  • 3 min video
  • 9 slides
  • 1 Quiz (to be added soon)

What our clients are saying:

Powerful!

I started in Sales a couple years ago and kept hearing about Meddic from my former Sales Manager to begin with: the language referring to Meddic such as Champion, Economic Buyer, Metrics,.... and had an idea of all the concepts etc... but I had ne...

by Bill Johnson

A great course to understand & apply MEDDIC

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 wel...

by Anthony Cross

Powerful!

I started in Sales a couple years ago and kept hearing about Meddic from my former Sales Manager to begin with: the language referring to Meddic such as Champion, Economic Buyer, Metrics,.... and had an idea of all the concepts etc... but I had ne...

by Bill Johnson

A great course to understand & apply MEDDIC

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 wel...

by Anthony Cross
Darius Lahoutifard
Darius Lahoutifard
Founder of MEDDIC ACADEMY, ex-Oracle, ex-PTC, Serial Entrepreneur with 2 exits.

About the instructor

  • Founder of MEDDIC ACADEMY, 
  • Former Executive at Agile/Oracle, PTC, Schlumberger.
  • Serial Entrepreneur in SaaS and Enterprise Software with 2 exits.

I started my career in France as a robotics engineer, a sales engineer. I quickly moved to sales with almost 200% quota achievement each year.
I got promoted to management and later, at age of 28 I became the
CEO of a subsidiary of Schlumberger running a $10M million business.
So I was successful very fast. But I was more interested and intrigued by startups.
I joined PTC where I took my business unit from $4M to $27M in 3 years, and up to 150 people, in the most strategic region for the company;
France, the fiefdom of the main competitor, Dassault Systemes.
With my team at PTC, we proudly outsold Dassault in their own home market.
PTC is obviously where MEDDIC was invented. After PTC I founded 4 startups with 2 exits and led sales teams at established companies such as Agile/Orcale and Think3. I trained my teams on MEDDIC in all those roles.
But my passion for SALES goes far beyond MEDDIC: For my startups, I was the first sales rep in my own company selling to everyone: selling to customers of course
but also selling to employees because I wanted to bring in the best talents, and selling to investors because I needed to raise funds (and I raised 5 rounds, an aggregate of almost $20M). Thats' why you are seeing here other sales courses
that I have built based on my 30 years of experience.
Remember: "Nothing Happens Until You sell something to someone."
Welcome to MEDDIC ACADEMY!



What's included?

1 Video
1 Presentation
0.1

Course Curriculum

MEDDIC - 4th Element: DECISION PROCESS

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