Mastering the MEDDIC Sales Methodology

Course Content

Join our two-day MEDDIC sales training program and enhance your sales skills effectively.

Day One: Introduction to MEDDIC and Opportunity Qualification

• Overview of the MEDDIC Sales Methodology
  
  - What is MEDDIC?
  
  - Understanding the MEDDIC acronym: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion.
  - How MEDDIC helps sales teams qualify opportunities, reduce risk, and improve forecasting accuracy.
  
  

• Why MEDDIC is Effective for Complex Sales:
  
  - Why MEDDIC is particularly useful in high-value, long sales cycles with multiple decision-makers.
  - How it ensures that all critical elements of the sales process are covered.
  
  

• M – Metrics: Defining and Measuring Success
  
  - Understanding Metrics in Sales:
  Metrics refer to the measurable results your solution delivers (e.g., ROI, efficiency gains, cost reductions).
  - How to identify and define the key metrics that matter to your prospect's business.
  
  

• Using Metrics to Drive Value Conversations:
  
  - Shifting the focus from features to business outcomes.
  - Techniques for aligning your solution’s benefits with the customer’s KPIs and quantifiable goals.
  
  

• Workshop: Defining Metrics in Real-Life Scenarios:
  
  - Participants identify key metrics for their own products/services and practice using them to build a value-driven sales conversation.
  
  

• E – Economic Buyer: Identifying and Engaging the Right Decision-Maker
  
  - Who is the Economic Buyer?
  - The Economic Buyer is the individual with final approval on the purchase decision. This person holds the budget and authority.
  - How to identify the Economic Buyer within complex organizations.
  
  

• Strategies for Engaging the Economic Buyer:
  
  - Tactics for building credibility and gaining access to this key decision-maker.
  - Tailoring messaging to the Economic Buyer’s priorities (financial, ROI, risk mitigation).
  
  

• D – Decision Criteria: Understanding What Matters Most
  
  - What are Decision Criteria?
  - Decision Criteria are the standards and benchmarks that the customer uses to evaluate and compare solutions.
  - Common Decision Criteria include price, scalability, implementation time, and support.
  
  

• Influencing the Decision Criteria:
  
  - How to uncover and influence the customer’s decision criteria to favour your solution.
  - Techniques for guiding the conversation to align your product’s strengths with the customer’s priorities.
  
  

• Exercise: Shaping the Decision Criteria to Your Advantage:
  
  - Participants work in groups to analyse a case study and develop strategies to influence decision criteria in their favour.

Day Two: Navigating the Sales Process with MEDDIC

• D – Decision Process: Mapping the Customer’s Buying Journey
  
  - What is the Decision Process?
  - The Decision Process refers to the steps the customer takes to move from considering a purchase to making the final decision.
  - This includes timelines, formal approval processes, and key decision-makers involved.
  
  

• How to Uncover the Decision Process:
  
  - Asking the right questions to uncover the internal steps your customer follows.
  - Strategies for keeping control of the sales cycle and aligning your actions with the customer’s process.
  
  

• Mapping the Decision Process:
  
  - Participants create a decision process map for a hypothetical customer, identifying key milestones and approval stages.
  
  

• I – Identify Pain: Solving the Customer’s Critical Problems:
  
  - Identifying the Customer’s Pain Points:
  
  - Pain is the underlying reason why the customer is considering a purchase. It often relates to inefficiencies, costs, or missed opportunities.
  - How to ask probing questions that uncover the real, deep-rooted problems your solution can solve.
  
  

• Quantifying and Prioritizing Pain:
  
  - Techniques for quantifying pain (e.g., lost revenue, increased costs) to highlight the urgency of solving the problem.
  - Prioritizing customer pain points to focus the conversation on the most critical issues.
  
  

• Workshop: Identifying and Addressing Customer Pain:
  
  - Participants role-play conversations where they identify and dig deeper into customer pain points, offering solutions based on their findings.
  
  

• C – Champion: Finding and Enabling Your Internal Advocate
  
  - What is a Champion?
  - How to identify potential Champions and assess their willingness and ability to help you drive the deal.
  
  

• Building and Enabling Your Champion:
  
  - Strategies for building a relationship with your Champion and providing them with the tools and information they need to advocate effectively on your behalf.
  - How to empower the Champion to navigate internal politics and push your solution forward.
  
  

• Putting MEDDIC Into Practice: End-to-End Sales Process
  
  - Integrating MEDDIC into the Sales Cycle:
  
  - How to apply MEDDIC throughout each stage of the sales process, from initial discovery to closing.
  - Reviewing key MEDDIC questions to ensure that no critical element is missed in a sales opportunity.

Empowering Sales Through MEDDIC Training

Join our two-day sales training program focused on the MEDDIC methodology. Enhance your skills and drive results with expert guidance and practical insights.

Transformative experience for sales professionals. Highly recommended!

General Manager - Stockbridge Investments

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Reserve Your Spot

Join our two-day sales training on MEDDIC sales methodology and enhance your sales skills.

The MEDDIC sales training transformed our approach! The two-day course was insightful and practical, providing tools that immediately improved our sales performance.

Ross Phillips - UK

★★★★★

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