Learning objectives :

• Master the components of the MEDDICC method to thoroughly assess each complex sales opportunity
• Identify risk areas in current deals and determine the top sales priorities
• Use techniques to close deals and increase your chances of success
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Course :

Session 1: The Dimensions of MEDDICC
An artificially inflated pipeline, probabilities based on optimism rather than facts, a forecast that no one really believes in—the symptoms are familiar. Participants discover the seven dimensions of the MEDDICC method and understand why each one is critical in a complex sale.

• Metrics: the measurable benefits that transform an expense into an investment that can be justified internally.
• The Economic Buyer: the person who can say yes when everyone else says no, and no when everyone else says yes—often someone you’ve never met.
• Decision Criteria: the rules of the game that determine who wins, and which can be influenced if addressed early enough in the cycle.
• The Decision-Making Process: the steps, stakeholders, and delays that can derail a "ready-to-sign" deal overnight.
• Identify the Pain: the critical business problem where the cost of inaction must be made clear in order to trigger a decision.
• The Champion: the internal ally who actively advocates for the solution even when you're no longer in the room.
• Competition: not just direct competitors, but also internal alternatives and the status quo—often the most dangerous adversary.

Session 2: Mastering Each Dimension
For each of the seven dimensions, participants will explore key questions to ask, warning signs to watch for, and best practices from the field.

• How can you identify the actual budget decision-maker without jeopardizing your relationship with your primary contact?
• How can you gauge a Champion’s true commitment beyond their enthusiasm in meetings?
• How can we influence decision-making criteria early in the cycle, before they become locked in around the strengths of the best-positioned competitor?
• How can we quantify the cost of inaction in order to turn a "we'll see next year" into a reason to act now?

Practical application is based on scenario-based exercises organized by area: repositioning the value of a solution in response to a request for proposals where the criteria do not work in its favor; developing a return on investment with a client who does not yet know how to measure the impact of their problem; or quickly building a champion just two weeks before a final strategic pitch.

Session 3: Assessing a Complex Deal
‍Thesession concludes with a comprehensive assessment exercise based on a complex sales case. Participants analyze a deal currently in progress: they identify the strengths (what is already well-managed and secured), the risk areas (the incomplete aspects that pose a real threat to the likelihood of closing), and develop the three top sales priorities to move the deal toward closing.

The goal isn't just to fill out a form; it's to learn how to use MEDDICC as a genuine decision-making tool—to determine whether investing more effort in a deal is justified, or whether it's better to rule it out before wasting resources on an opportunity that lacks a solid foundation.