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Sales professionals:

Win more revenue, faster with MEDDICC

No matter what the economy is doing. Discover how to embed MEDDPICC in each stage of your customer journey so you can…

  • Save hours wasted on closed-lost deals.
  • Increase deal size and reduce time to close.
  • Hit your numbers with confidence.
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Join the world’s best sales organizations using MEDDIC to win more deals, faster

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  • My team are great sellers but don’t have a common way to sell.
  • We’re wasting time on closed-lost deals.
  • We’re not winning fast enough.
  • We’re seeing deals slip and don’t have a reliable way to fix it.
  • We can’t forecast our numbers with confidence.
  • If we knew exactly what will close, and when – we could take the business to the next level.

If any of this sounds familiar, you need

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Our mission is to empower every sales professional and GTM team to unlock their potential.

We’ve taken the proven MEDDPICC framework into the digital era, giving you online access to training tools, content, software, and a community that are designed to help you close more deals, faster. Whether you're wanting to adopt MEDDIC, MEDDICC or MEDDPICC - we can help.

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The methodology

MEDDIC (and all of its variations) is a sales qualification methodology that’s especially useful to B2B enterprise sales organizations. MEDDIC helps organizations to ensure they’re working on the right deals and focusing on the right things to win.

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Who we are

Here at MEDDICC, we know what it takes to become a category leader, and we practise what we preach. Our track record in building elite competency in sales teams is second to none. With over 35 years in the industry, over 15,000 masterclass enrollees, and over 30,000 book sales, we’re a name you can rely on.

But you might be wondering…

Which version of MEDDIC should you implement?

When you meet someone who supposedly ‘knows’ MEDDIC. There’s always a difference in their understanding and how they actually use it.

On one end you’ve got ‘MEDDIC’ — the original sales qualification framework. 

On the other, you’ve got ‘MEDDPICC’ — a modern methodology that helps you handle the complex Paper process (P) and increased Competition (C) in modern selling.

This makes adopting MEDDIC (or any of its variations) within your team extremely challenging.

At MEDDICC, we’re on a mission to help you embed a common MEDDIC language across your organization.

When you join MEDDICC Membership, we don’t just give you access to the training (taken by 15,945+ students) to give everyone a solid foundation - we give you the tools and resources to help you embed MEDDPICC principles into your day-to-day operations.

With MEDDICC in your back pocket, you’ll be able to maximize your best opportunities so you can hit your number with confidence.

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FREE PREVIEW THE MEDDPICC MASTERCLASS

Meet the proven path to MEDDPICC adoption

Go from ‘Will we close these deals?’ to your team knowing exactly what to work on and when.

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Align

Setting the path to proficiency

Pre-MEDDPICC engagement to craft a tailored enablement plan with day 0 measurement to guarantee maximum outcomes.

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Enable

Give everyone the same foundation

Access the MEDDPICC training taken by 15,495+ students to level up the whole GTM team.

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Turn MEDDPICC into second nature

Reinforce MEDDPICC learnings with done-for-you tools, resources, and role-specific training.

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Hit your numbers
with confidence

Turn deal uncertainty into confidence with MEDDPICC in the back pocket of your day-to-day operations.

Sales leaders and enablement teams partner with us to embed MEDDPICC and hit their numbers with confidence

Nick Trim
"An elevated program for an elevated strategy”

“Uplifting over 1,000 members of the GTM team to a new framework required the highest level of engagement, and the MEDDICC team provided a quality of content that ensured just this.

It’s been one of the most successful enablement campaigns we have undergone as a business, with the positive impact of applying MEDDPICC, not only for our teams but also our customers, becoming clear very quickly.

On top of this, the team are just a great bunch of people that made the whole process a pleasure to engage in"

Nick Trim
COO | Darktrace
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“Implementing MEDDPICC is shaping our organization's future success”

"We are empowering our team with a common language that will unite us and propel us towards our goals.

MEDDICC Membership ensures an exciting journey that has immediately made a positive impact and is paving the way for our future success. We are already experiencing improved communication, enhanced collaboration and increased efficiency.

Unlike other programs still stuck in outdated sales thinking, the team at MEDDICC are focused on equipping the entire GTM team with the mindsets and skills needed to succeed in modern selling environments."

Malvina EL-Sayegh
Director of Revenue Enablement | Oyster
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“MEDDICC’s methodology is foundational to our implementation of MEDDPICC”

“MEDDPICC is central to our revenue processes and is deeply integrated into our DNA of how we go to market.

We invest in enabling our 1st line managers to ensure we manage through the process while continuing to enable our sellers on helping our customers align our value prop to their business outcomes.

MEDDICC’s methodology is foundational to our implementation of MEDDPICC. We couldn’t do this without them."

Steve Goldberg
CRO | Salesloft
Gavin Dimmock
“Working with MEDDICC has been transformational in the way that we approach our customers and prospects”

“It has given the entire GTM organisation a common and consistent understanding of how we should be optimally qualifying and progressing our deal cycles to help give both our teams, and importantly, our customers and prospects a great buying experience.

Since deploying MEDDICC we have dramatically reduced our average sales cycle length, increased our win rate and developed higher quality opportunities for an average higher value in every region."

Gavin Dimmock
CRO | Papirfly
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“Choosing a relationship over a product"

“A customer can choose any product, but their most important decision is choosing a relationship.

What you get with MEDDICC™ is not only a world-class product but a team that genuinely cares about the success of your organization.

This combination is invaluable in today’s world and ultimately why we chose MEDDICC™ for our Worldwide Sales organization."

Dan Stratton
Global Sales Director | Strategic Transformation Leader at Meraki
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“MEDDICC’s methodology is foundational to our implementation of MEDDPICC”

“MEDDPICC is brought to life in the book and the training course, which provides knowledge, insight, and surprisingly some English humor as Andy takes what could seem academic to some and makes it digestible, and more importantly usable.

Our sales and marketing organization said that this was the most valuable and enjoyable enablement session they have ever taken.

This course will make salespeople infinitely more successful while providing a lot more value for their prospects, a true win-win."

Richard Dufty
CRO

Finally, the support, tools, and resources you need to take MEDDPICC from theory to practice…
How it works:

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Your launchpad for success starts here

We could take the easy road and declare victory by simply enrolling your team in our Masterclass. Some companies might stop right there. But we're not just some company.

And that means we're all about you getting the absolute maximum from our framework and expertise. That's why we kickstart every partnership with our Align phase.

And as with most things in MEDDICC, our Align stage isn't a one-and-done thing; it's a commitment that's the backbone of our partnership and your compass for navigating success. 

 

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We work closely with your leadership to finalize deployment plans and timelines, complete with due dates for the Enable and Embed phases.
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We delve into your goals and strategic alignment, ensuring that every step we take aligns with your vision for success.
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We establish a robust Measurement, Reporting & Communication Plan for each phase of your journey.
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Get online training to level up the whole GTM team

The trouble with open-source frameworks like MEDDIC is that everyone has a different level of understanding. MEDDICC Membership gives you on-demand access to online training designed to level up the whole go-to-market (GTM) team.

With everyone grounded in the same understanding, your marketing team will know how to set sales up for success, and customer support will know what pains they're solving to feed the sales cycle.

Whether staff want to learn one module per day, or revisit topics right when they need them, MEDDICC Membership gives you the fastest way to give everyone the same MEDDPICC foundation.

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Certify your team in MEDDICC's flagship training taken by 16,500+ students.
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Get help from Andy Whyte and Pim Roelofsen (CEO and CRO at MEDDICC)
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Access role-specific training to help the GTM team master MEDDPICC.
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Turn the lessons into lasting habits

Rather than providing online training and calling it a day, we give you the tools to embed MEDDPICC principles into your cadences. 

Your leadership and enablement teams will get specific resources and training so they can build MEDDPICC into cadences and your team will get access to role-specific training to bring MEDDPICC principles into each customer touchpoint.

MEDDICC Membership is designed to give you everything you need for your team to adopt MEDDPICC:

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Access leadership and enablement team-specific training to help you adopt MEDDPICC.
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Get done-for-you QBR and deal review templates.
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Guides on hiring, running 1-to-1s, and measuring revenue impacts of initiatives to keep the CFO happy.
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Access the maturity model so you can see how to get max ROI from MEDDPICC.
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Empower your team to use MEDDPICC within their day-to-day operations

Mastering MEDDPICC doesn’t happen overnight. Just like anything — it takes practice. 

But your CRM probably isn’t built around MEDDIC…

That’s why we created mOS, a flexible platform that works with Salesforce to give you a clear view of your deals.

Not only will you be able to reduce the guesswork with our MEDDIC scoring algorithm so you can forecast with confidence...

But you’ll get a way to visualize each deal so you can see exactly what to work on and when.

With a purpose-built MEDDPICC platform, you’ll empower your team to turn MEDDPICC principles into second nature so you can hit your numbers with confidence.

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Get prompted on what to do, and when (Powered by AI)
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Reinforce MEDDPICC learnings into second nature.
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Forecast with certainty thanks to live predictability scoring.
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Uncover the hidden revenue opportunities buried within your existing operation

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Most teams only look at the pipeline as a lever to pull.

When you partner with us we take day-zero KPIs across your number of opportunities, average sale price, conversion rate, and time to close – with the aim to help you unlock at least 10% improvements in all of these areas.

You’ll get access to the tools and resources we’re using right now to drive wins for teams, like…

  • ACV up from $58,000 to $107,000 (+85%) for a series B startup.
  • Average Sales Cycle from 111 to 89 days (+22%) for a Series E unicorn.
  • Conversion Rate from 5% to 22% (+340%) for Series B startup.
As part of your membership…

Get support from the masters at MEDDICC

As part of your membership, you can request additional support to help foster
the ‘MEDDPICC mindset’ within your team.

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Live MEDDIC Kickoffs

If you want to create a buzz around your investment in MEDDICC Membership. We offer a live 60-90 minute kick-off with your GTM team.

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In-person keynotes

If you have an in-person SKO taking place, or an event planned to announce the investment in MEDDICC, our CEO or CRO can attend as a keynote speaker to drive engagement.

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Live sessions with GTM teams

The biggest challenge of adopting MEDDPICC is ensuring that your processes align with it. We offer live sessions with your GTM to review deals, EOQs, and internal processes.

Our First MEDDIC Encounters

  • Andy Whyte
  • Dick Dunkel
  • Pim Roelofsen

A note from Andy Whyte

I first encountered MEDDIC, or MEDDPICC, when I was onboarding at Sprinklr in NYC 2015. While it was probably only a 30 or 60 minute session of one of many onboarding sessions, I remember thinking, 'Yeah, this makes sense,’ but I didn’t think of it much further than that. 

I didn’t really hear about MEDDIC again until a few months later when I was flown out to Dallas and trained for a few days on MEDDPICC and some other things. I remember feeling a better understanding of it. While nobody else seemed to be talking about it, I felt like it was something that really made sense to me. I started using it, but I’d be lying if I said it clicked straight away. I had to push myself to use it proactively, to consciously think about using it.

The “aha” moment for me came after it became part of my operating rhythm, and I realized that I was winning a deal that I wouldn't be winning if it wasn't for MEDDPICC. 

In this situation, it oriented around two of the elements, Champion and Decision Criteria. I had a Champion who was working for me, but we were working against a very difficult scenario, where our competitor was ingrained in the business, along with some other factors. We worked very closely to make sure our solution could be differentiated via the Decision Criteria. 

So, it became, not a case of ‘us or them’, but rather, “If you want to do these things, which you need to do per the business case we’ve built, there’s only one route you can go down.” So, we won that deal, but I'm absolutely certain I wouldn't have won if I hadn't been doing this.

So, I had that kind of realization, like 'Wow, no matter how hard I was trying, no matter how good I thought I could be, without MEDDPICC in that scenario, I would not have won that deal.'

And it is really as simple as that. MEDDPICC unlocked my full potential.

And so, in 2020 I founded MEDDICC with a mission to help sales teams like yours not only understand MEDDPICC (or any of its variations)... but to truly embed it into your day-to-day operations.

As a member, you don’t just get access to on-demand training to give everyone on your team the same foundation. But the tools, resources, and role-specific training to turn the principles into lasting habits.

After having 15,945+ students go through our training - It’s safe to say it works.

So if you want to save days wasted on bad opportunities, increase your average deal size, conversion rate, and time to close, and hit your numbers with confidence.

I’d love for you to join us.

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Andy Whyte

Founder and CEO at MEDDICC

A note from Dick Dunkel

The first time MEDDIC was put together in a sales context was probably at my kitchen table in Needham, Massachusetts. We were implementing a new sales training program, and MEDDIC actually became part of that program, but it was either my wife or my two-year-old son who may have first heard the term MEDDIC used in that context.

I’ve had a few different “aha” moments with MEDDIC. One of the first was after we deployed MEDDIC at PTC - we were having a very, very successful run; quarter after quarter, we were seeing sequential increased revenue and profit growth. The “aha” moment was really the fact that what we were doing was working, and it was having an impact on the organization.

Another “aha” moment I had was when I realized that MEDDIC was actually a thing. During an interview at IBM, one of the senior leaders asked me if I had ever heard of MEDDIC, and I almost fell out of my chair! It was at that moment that I realized that MEDDIC was a thing, and that MEDDIC was proliferating on its own with the help of some early sales consulting businesses.

Most recently, as I have joined MEDDICC and really partnered and collaborated with our founder Andy Whyte, I have come to appreciate the bigger vision that Andy has. The reality is that we're now in a very interconnected world. Teams must more effectively collaborate, work with partners and customers to drive value processes. There's an opportunity for MEDDIC to underpin all of that.

There are tools and resources and training that will allow these teams to collaborate effectively.

So, to me, I think that realization has come through the many conversations that Andy and I have had as we develop our vision as a business to really help customer-facing organizations be more customer-centric and value-centric, building lasting relationships.

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Dick Dunkel

Chief Customer Officer at MEDDICC

A note from Pim Roelofsen

The very first time I heard about MEDDIC (at least as far as I can recall) was when I was at Cisco Meraki. 

A good friend of mine, who was at Cisco Meraki with me, was getting ready for his next role in AppDynamics. Of course, that is known as a serious MEDDIC shop. When he was preparing, he told me:

“This is all about unlocking my potential as a seller; this is going to be the right place for me to level up.”

As you can guess, MEDDIC was one of the key drivers for him to make that move to really level up. 

I thought, “Wow, that sounds interesting.” But I had no idea where to start.

So, while reading a five minute blog post is not the same as doing our Masterclass or working with the framework for years, I started off as that person reading the blog post to begin with to try and gain an understanding of MEDDIC.

The next part of that journey for me was later on, when my field sales leader went onto Samsara, another MEDDIC shop.

There, it was very much expected to use MEDDIC for qualification, so he made sure that when we were doing a QBR or a deal review, we had MEDDIC all the way through as a common language, so I got some more practical experience with it as a framework. 

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Pim Roelofsen

CRO at MEDDICC
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Ready to join us?

We only work with companies where we can see a clear ROI on your membership.

So you can either skim the surface and try
to adopt MEDDPICC on your own…

Or work with us to hit your numbers with confidence.

FAQs

Why should I choose online over in-person training?

While in-person training is great - since MEDDPICC is an open-source methodology with conflicting definitions on each of its parts, when you make new hires, how do you make sure everyone has the same understanding?

We’ve designed MEDDICC Membership so you can easily onboard new members with the same solid foundation.

Instead of taking 16 hours to deliver MEDDPICC training in person, our on-demand training does it in 5 hours — and is engaging so it doesn’t send your team to sleep.

This not only reduces ramp time for new hires, but lets your team revisit the learnings right when they need them so they can practice ‘just in time’ learning.

And, to avoid MEDDPICC becoming another flavor of the month, you’ll get all the tools, resources, and additional support to turn theory into practice — and build lasting habits.

So if you’re tired of new initiatives becoming the flavor of the month and want a repeatable way to close more deals, faster —  it’s time you joined MEDDICC Membership.

Should I implement MEDDIC OR MEDDICC OR MEDDPICC?

At this point, you might be thinking “What are all of these extra letters?” MEDDIC was the original variation invented by Dick Dunkel in the 90s. Since then MEDDIC has evolved to include an additional C and our preferred methodology includes the P too. This video explains which is right for you.

Watch the video here.

Are you a threat to sales enablement teams?

Not at all! We’re here to give enablement teams the resources they need to embed MEDDPICC within their team so they don’t have to go it alone.  

As a partner who’s helped countless teams embed MEDDPICC within their day-to-day operations, we'll provide you with all the tools and resources you need to make sure MEDDPICC doesn’t become another flavor of the month.

When you join MEDDICC Membership we take day-zero KPIs across your number of opportunities, ACV, conversion rate, and time to close with the aim for you to see at LEAST 10% improvements in all of these areas. We want you to show the ROI of your work so you can look like a pro and keep the CFO happy.

Why should I train the entire GTM team?

Imagine what life would be like if marketing knew from sales what pains resonate with your ideal customers. Imagine if customer success knew what pain they're solving and could feedback wins to marketing.

By adopting MEDDPICC as a common language, you’ll be able to unlock hidden revenue opportunities buried within your existing operation.

Prefer to see if the training is right for you?

If you’re unsure if MEDDICC Membership is right for you. Preview our training so you can see how engaging our approach is compared to other providers.

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