Meddic Academy

This free mini-course is a brief introduction to MEDDIC (& MEDDPICC®), which is considered one of the most renowned Sales frameworks that we have put together in the form of an online course. 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 during the 90s, thanks to 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 free course (Introduction), you will learn what MEDDIC (or MEDDPICC®) is all about.

MEDDPICC® (extended acronym) the course is built around :

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. Paper Process: The buyer's Legal & Procurement process for purchasing the solution
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: Understanding the buyer's other options, including internal development and no decision.

The level of knowledge, control, and progress of each of the above elements in a specific account provides the salesperson with an easy-to-use and remember MEDDIC CHECKLIST. Reviewing the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence in the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account, leading to closing that deal.

This  free course is composed of:

• 12 min video
• 13 slides
• 1 Quiz

Upon completing this mini-course, we'll welcome you to the MEDDIC Academy Alumni on LinkedIn, and you'll be able to add the skill to your LinkedIn profile.

MEDDPICC® is a registered trademark belonging to Darius Lahoutifard, exclusively used by MEDDIC Academy, and should not be used without prior written permission from MEDDIC Academy.