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MEDDPICC MASTERCLASS

Learn how to adopt MEDDPICC as a common language for your whole GTM team with extensive knowledge and tactics to deploy across the entire customer lifecycle.

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WHY ANYTHING
WHY MEDDICC
WHY NOW

WHY ANYTHING

As an individual contributor or as a leader of a team, it can be hard when you know time is being wasted on a cluttered pipeline with unqualified leads. If you don’t know why you win and why you lose, reaching your full potential can feel impossible. Without a consistent way of measuring success, there is no way to make it repeatable.

Due to the constant evolving nature of our industry, if you’re not ahead, you’re behind. It’s what makes this such an exciting environment to work in, but it means that you need to keep leveling up. You need to take your skills to the next level. You need the MEDDPICC Masterclass.

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WHY MEDDICC

MEDDIC is an open-source framework – which is awesome, because it means the ecosystem of people who can thrive from using it is ever-expanding. However, it also means that there is massive variation in MEDDIC proficiency across our industry. Two different people may claim to ‘know MEDDIC’, but there’s no telling the depths of their respective understandings. There is a huge difference between what someone can learn from reading a blog post on MEDDIC and what they can learn from an in-depth course on it. Not all MEDDIC is equal.

Your time is valuable, and we get that, so every minute of the MEDDPICC Masterclass is designed to be both educational and entertaining. With real-life, practical examples, you can go in-depth on MEDDPICC and understand the role played by each element in your deals and across the whole customer lifecycle. While some people think of MEDDPICC as just qualification, we have seen that MEDDPICC is most effective when adopted as a common language across the whole GTM team, and so the Masterclass takes each of those perspectives into account.

We know what it’s like to sit through yawn-worthy sales training from someone whose most recent sales experience was selling printers in the ‘90s. That’s why our Masterclass is crafted by professionals with relevant, modern experience, who have been where you are. It comes with a certification and provides you with real-life examples to reinforce learnings. Join the 20,000+ MEDDICC alumni of our 5* rated course, and get ready to level up.

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WHY NOW

We’re operating within an increasingly competitive market. Not only is your competition getting better, but many customers are choosing to self-build, or other initiatives are taking priority. The high standard upheld by top performing sales professionals means customer expectations are getting higher, and as a result, customer engagements are harder than ever before. What’s worked until now isn’t going to work going forward.

In such a complex environment, having MEDDPICC in your back pocket is the ultimate advantage. We are seeing it more and more in demand each quarter as it’s used by the top GTM teams in our industry.

They say the best time to plant an oak tree was 100 years ago. The second best time is today. Plant the seed for your future wins today, and get ready to win bigger, faster and join the most successful organizations using MEDDPICC.

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About this program

Program outline:

Access the 5* rated MEDDPICC Masterclass, full of carefully curated content that dives deep into each MEDDPICC element. It comes with a certification and provides you with real-life examples to reinforce their learnings.

Host: Andy Whyte

Duration: 8+ hours

Category:

Value

MEDDPICC

Topics Covered:

MEDDPICC

GTM team

Program outline:

Part 1: Introduction

Welcome
Meet your host
What is qualification?
What is MEDDPICC?
What’s in it for me?

Part 2: [I] Implicate the Pain

Intro to Pain
What is Pain and why is it important?
Pain and three types of discovery [Story time]
Pain is not one and done
Pain is not universal

Part 3: [M] Metrics

Introducing Metrics
What are Metrics?
The Discovery Paradox
The M1 to M2 transition and beyond

Part 4: [Dc] The Decision Criteria

Introduction to the Decision Criteria
What is the Decision Criteria?
Decision Criteria [Story time]
Tactics and techniques to Crush the Decision Criteria

Part 5: [Ch] Champion

Intro to Champion and why every deal needs one
Meet your Champion
"What if?" Champion Scenarios
Champion competition and building your Champion

Part 6: [E] Economic Buyer

Intro to Economic Buyer
Identifying the Economic Buyer
How to engage with the EB and how to do it early

Part 7: [Dp] Decision Process

Everything you need to know about the Decision Process
Compelling Events

Part 8: [P] Paper Process

Everything you need to know about Paper Process
Go Live Plan Demo

Part 9: [Co] Competition

Everything you need to know about Competition

Part 10: In Closing

In Closing
Your Actions

Host: Andy Whyte

Duration: 8+ hours

Category:

Value

MEDDPICC

Topics Covered:

MEDDPICC

GTM team

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End deal uncertainty

Level up your team!

The world’s best sales organizations use MEDDIC. Curious about how working with MEDDICC could help you improve forecast accuracy, increase productivity and shorten time to attainment?

Get in touch

CHECK OUT OUR OTHER PROGRAMS

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The MEDDICC Value Program

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The Leadership & Enablement Program

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The Value Pyramid Program

Want to know more?

Whether you’re wanting to know more about the membership packages we offer, speak to our sales team or learn more about mDB, fill out the form and a super friendly member of the team will be in touch.

We’re straight talking, which means we talk in relatable terms without the corporate jargon
We’re passionate about what we do, so just give us an excuse to talk about it and we’ll aim to provide you with the best advice for you or your business
We genuinely care about helping sales professionals level up, because it’s why we do, what we do!

Complete the form and we’ll be in touch