MEDDIC Academy’s leadership knows Enterprise Sales since Enterprise Software exists. Thanks to our Sales Leadership experience gained at leading Enterprise software companies such as Oracle and PTC, we help you assess your sales force before training them through the most efficient sales training methods (see MEDDIC by Darius Lahoutifard), and coach them after the training for achieving the best performance.

In-person or Virtual Workshops, Training, Coaching, or Deal Review sessions

We offer both virtual and in-person sessions.

In-Person MEDDPICC Training Workshops

The workshop’s goal is to :

• Practice notions learned during the foundation course with real-life sales situation cases to understand them better.
• Adapt and Customize the MEDDPICC framework to the client’s products and services.
• Start creating a custom sales playbook to help with the implementation of MEDDPICC.

The workshop’s takeaway is a slide deck created collectively by the group, which serves as the basis for the client’s sales playbook, to be completed with some adjustments and polishing by sales enablement or leadership.

The MEDDPICC Workshop Program

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

• 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.
• Learn the importance of the exact formulation of the questions and analyze the nuances.
• 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.
• Go through some sales situations that help to apply MEDDIC to your opportunities,
• Brainstorm on some of your product/service differentiators,
• Find successful patterns, such as your champions’ titles
• Learn how to run demos. (one of the most famous moments of the workshop)
• Learn how to obtain metrics from your existing customers or new prospects.
• Articulate the most appropriate questions to ask during a discovery call based on your products and services.
• Learn how to deal with the Decision Criteria.
• Build content (draft of a playbook) that will be immediately usable from the moment you leave the workshop. Includes ready-made client questions.

Workshops can take place anywhere in the world. We come to your headquarters, SKO, or QBR, wherever convenient. Although the average number of participants is often around 40, we have had sessions from a handful of participants up to 160 attendees in the same room. The level of engagement is naturally very different based on the number of attendees.

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Below are some of our souvenir pics taken during our workshops.

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Virtual Workshops

Virtual Workshops are privately held, dedicated 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 to ask your prospects to get answers to elements of MEDDIC and MEDDPICC,
2. Learn the importance of the exact formulation of the questions, 
3. Go through some exercises that help with a deep understanding of MEDDIC or MEDDPICC: For instance, reviewing situations in a discovery call, identifying a potential champion in a meeting, etc…
4. Go through some sales situations that help to apply MEDDIC and MEDDPICC to your opportunities,
5. Brainstorm on some of your strengths,
6. Find successful patterns,
7. Build content (sort of playbook) that will be immediately usable from the moment you leave the workshop.

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

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Account Executives, Account Managers, Business Development reps, Sales Development Reps, Sales Engineers, Sales Consultants, Customer Success Reps/Managers, or any other customer-facing or Sales reps may join our live workshops, and they usually love these workshops. Really!

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Customers say this is an excellent part of the program since they can interact with the facilitator, ask questions live, and learn very 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, writing: “Your session today for company-X was one of the most valuable AHA moments I have had to date in my sales career – Cheers. Xxx.” 

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Click here to compare our different online self-paced courses.

Click here to view and order online self-paced courses.

Click here to learn more about our virtual workshops or order a session.

For an in-person workshop, contact us: