Training
MEDDICC qualification for the sales team and the managers who run pipeline reviews.
Opportunity qualification with MEDDICC
Qualifying complex sales opportunities by reverse engineering the customer’s buying decision
Participants learn to uncover what it actually takes for the customer to buy, and to use that knowledge to prioritise opportunities and drive the sales process. At the same time, sales leadership gets a shared basis for challenging the pipeline, coaching the team and qualifying the forecast.
For sales leadershipAfterwards: Advisory for commercial leaders
Is the pipeline qualified, or is it an early count in the CRM?
Fields filled in are not a qualified opportunity.
Every qualification element is an evidence claim. What do we know? How do we know it? Who confirmed it? What remains an assumption? Which conversation or action could create the missing evidence?
Deal reviews after the training
A deal review examines the value hypothesis, the buying group, the MEDDICC evidence, the decision process, the missing evidence and the next step.
a shared basis challenging the pipeline coaching the team qualifying the forecast
The course
MEDDICC: qualifying complex sales opportunities
MEDDICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion and Competition.
Company programme
An interactive programme in which participants work on their own sales opportunities.
How the programme runs
The sales leader and I choose the opportunities. We map MEDDICC into your own stages, CRM fields and customer language. Each participant brings a current opportunity and leaves with the next customer meeting prepared. Managers get review questions for pipeline reviews and one-to-ones.
For technical teams
Sales Engineers qualify as well. They meet the technical evaluators, watch the decision criteria take shape during the evaluation and often notice early whether the economic buyer is involved. The engineer version of the training covers that part of their work and can run as its own module.
Sales Engineering enablementFrom Proof of Concept to Proof of ValueSales Engineers the technical evaluators the decision criteria the economic buyer
Experience
At Leapwork, I implemented a MEDDICC- and Command of the Message-based GTM playbook across Sales, Sales Engineering, Product, Marketing, Customer Success, Services and leadership. Since then I have implemented the same disciplines and run training programmes for Danish and international software companies. At ZAGENO, MEDDICC enablement was part of my commercial work with the leadership, alongside sales coaching, live deal reviews, QBR work and recruitment. MEDDICC and Command of the Message are widely used third-party frameworks.
I talked about MEDDIC on The SaaSiest Podcast, episode 105 (October 2023).
The value side: GTM Excellence and the Value FrameworkBefore you write
Practical questions
Who owns the forecast while we work?
You and your managers. I help design and embed the qualification and review routines. The forecast and the daily pipeline stay with the sales organisation.
Who takes part?
The sales team and the managers who run pipeline reviews.
Where and in which language?
I work in Danish and English, in Copenhagen or online.
If you think I could help, write to me or give me a call.
I answer as quickly as I can.
The first step is a short call or a coffee. In Copenhagen I am happy to come to your office.