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MEDDIC/MEDDPICC Fundamentals

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Overview

MEDDIC/MEDDPICC is a sales qualification methodology that’s especially useful to B2B enterprise sales organizations. Seasoned sales professionals use this leading strategy to evaluate and qualify opportunities throughout their sales cycles. It allows them to effectively use their time and resources to improve close rates and deal size, and ensure they are working on the right deals and focusing on the right things to win.

This 4-week intensive course on MEDDIC/MEDDPICC Fundamentals provides actionable insights on how to drive greater deal control and velocity by applying these timeless principles.

Designers

Leader Box Dick Dunkel

Dick Dunkel

Global Head of Field Enablement, Celonis

Leader Box Virinchi Duvvuri

Virinchi Duvvuri

Senior VP of Sales and Revenue Operations, UST Global

Information

About

In this 4-week course, students will discuss pain identification, MEDDIC/MEDDPICC metrics, identifying and leveraging your champion and economic buyer, and navigating the decision process.

Who Should Enroll?

This course is designed for SDRs, AEs, or individual contributors looking to gain more knowledge on the MEDDIC/MEDDPICC frameworks. 

Impact

By the end of this course, you will be equipped with the knowledge and skills to:

  • More effectively identify gaps and risks for in-flight deals
  • More effectively assess which opportunities to prioritize or deprioritize
  • Set more meaningful meeting objectives, leading to more effective meetings
  • Better understand and apply the principle of win-win selling
Why Enroll

Having an effective sales process not only will drive revenue growth; it will positively influence how you operate daily, allowing you to be more strategic and impactful in your approach from prospecting to closing.

Curriculum

Session #1
Pain Identification

By the end of this class, you will be able to:

  • Increase your prospect’s awareness of their pain or problem
  • Translate identified pain into favorable decision criteria
Session #2
Metrics & What to Look for

By the end of this class, you will be able to:

  • Identify the metrics that matter
  • Incorporate metrics into your decision criteria 
  • Apply your metrics to post-sales customer success
Session #3
Economic Buyers & Champions

By the end of this class, you will be able to:

  • Identify your economic buyer and champion
  • Develop your champion and gain access to the economic buyer
  • Leverage these critical roles through pre and post-sale 
Session #4
Decision Process & Criteria

By the end of this class, you will be able to:

  • Uncover, negotiate, and establish a decision process. 
  • Create mutual close plans through disciplined execution

What Our Students
Have To Say

“I am excited to have completed my [MEDDIC/MEDDPICC Fundamentals] course through Pavilion. It was an incredible four weeks of digging into every layer of the MEDDIC theory and inspiring thoughtful conversation and feedback.

Why take a course designed for sellers when I’m not a seller myself? As an enablement professional, I sell myself and my ideas all day every day.”

Chelsey Geula
Head of Sales Enablement, Nayya

Frequently Asked Questions