Account Executives, Account Managers, and Sales Reps love these workshops. Really!

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Customers say this is a great part of the program since they can interact with the facilitator, ask questions live,  see how the ideas learned in the self-paced eLearning courses apply to the customer's products and services, learn practical aspects of sales within the framework of MEDDIC/MEDDPICC.

Here' s one spontaneous reaction of one participant from a large global AI software company, who took it to LinkedIn, before even the end of the session: "Your session  today for my-company was one of the most valuable AHA moments I have had to date in my sales career - Cheers. Xxx." 

  


Virtual Workshops are privately held, dedicated, and custom to your company, on a webinar/video conferencing platform such as Zoom. If there is another platform than Zoom in your company, we'll adapt and run it in your team's preferred environment. Participants are on audio and camera. The number of participants is limited to ensure the best interaction.

The workshop is highly interactive and requires participation from the audience. We will:

  1. Practice specific questions related to your solution (product or service) to ask your prospects to get answers to elements of MEDDIC. We build your questions live.
  2. Learn the importance of the exact formulation of the questions and analyze the nuances.
  3. Go through some exercises that help with a deep understanding of MEDDIC/MEDDPICC: For instance, review situations in a discovery call, identify a potential champion in a meeting, etc.
  4. Go through some sales situations that help to apply MEDDIC to your opportunities,
  5. Brainstorm on some of your strengths,
  6. Find successful patterns. For instance, what are your champions' titles typically?
  7. Learn how to run demos.
  8. Learn how to obtain metrics from existing customers and new prospects, for your products and services.
  9. Identify the most appropriate questions to ask based on your products and services during a discovery call.
  10. Learn how to deal with the Decision Criteria.
  11. Build content (draft of a playbook) that will be immediately usable from the moment you leave the workshop. Includes ready-made client questions.


Live virtual workshops last 4 hours approximately. When we deliver in person, that's half a day with a coffee break in the middle. When we deliver virtually, we run them in 2 sessions of 2 hours each on two consecutive days (to avoid Zoom fatigue).  

We also offer a shorter workshop for small groups of 10 or less, just 2 hours, focusing on exercises related to METRICS & CHAMPION building and maybe more if time permits. That's why you see two prices:

4 hours (2 x 2 hours sessions) = $7900

2 Hours (1 session) = $3950

Unlike the self-paced courses (that you can review as many times as you need during the subscription period), the workshop is a one-time event on mutually accepted dates/times. 

Important: Since this is not a course but a workshop to practice, the Advanced MEDDPICC course is a prerequisite for this workshop.

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. Register to a Live Online Workshop

About this course

  • $7,900.00
  • 1 lesson
  • 0 hours of video content

Stop looking around and start practicing MEDDIC:

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IMPORTANT: The Advanced MEDDPICC Course is a pre-requisite, if you have not completed it yet:

  • $597.00 first payment, $197.00 / year onwards

    Advanced MEDDPICC®

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