MEDDIC & MEDDPICC courses for sellers, managers, leaders and trainers.
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MEDDIC Academy
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MEDDIC (& MEDDPICC®) is considered one of the most renowned Sales Methodologies. It is a set of Sales and Qualification techniques developed and practiced at PTC (aka Parametric Technology Corp.), a company recognized as one of the strongest sales cultures in the context of Enterprise Software (now SaaS). PTC experienced over 40 quarters of continuous growth during the 90s thanks to MEDDIC.
MEDDIC Academy's present students are among the sales force of some of the very well known tech companies such as: Google Cloud, Amazon web services, Oracle, Sales force, Microsoft, Cisco and many more.
MEDDPICC® refers to:
- Metrics: Quantification of the potential gain and ultimately the economic benefit
- Economic Buyer: Interaction with the person who has decision control on the funds for the PO
- Decision Process: Process defined by the company to reach the purchase decision
- Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
- Paper Process: The buyer's Legal & Procurement process for purchasing the solution
- Identify Pain: Actual pains at the company which would require your product/service to be relieved
- Champion: Powerful & influential persons at the company, who are favorable to your solution
- Competition: Understanding of the buyer's other options including internal development and no decision.
The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.
Outline
MEDDPICC® refers to:
- Metrics: Quantification of the potential gain and ultimately the economic benefit
- Economic Buyer: Interaction with the person who has decision control on the funds for the PO
- Decision Process: Process defined by the company to reach the purchase decision
- Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
- Paper Process: The buyer's Legal & Procurement process for purchasing the solution
- Identify Pain: Actual pains at the company which would require your product/service to be relieved
- Champion: Powerful & influential persons at the company, who are favorable to your solution
- Competition: Understanding of the buyer's other options including internal development and no decision.
Speaker/s
Darius Lahoutifard, the driving force behind MEDDIC Academy, stands as a best-selling author, Serial Entrepreneur, and former Executive at industry titans such as PTC and Oracle, among others.
Darius started as a robotics engineer before transitioning to sales and management, where he consistently excelled, leading to his rapid rise into leadership roles. At the young age of 28, he became the CEO of a Schlumberger subsidiary, managing a $10M business.
Despite his corporate success, Darius’s true passion lay in tech startups. At PTC, he led his unit from $4M to $27M in three years, with a team of 150, all within the fiercely competitive French market dominated by Dassault Systèmes. PTC outperformed its rival in its home territory. During this time, Darius and other Sales Leaders at PTC built the foundation of what is now known as MEDDIC and MEDDPICC sales methodologies.
As an entrepreneur, before MEDDIC Academy, Darius founded four startups (Enterprise Software and Internet companies), achieving two successful exits. His previous venture, Business Hangouts, a Google G Suite live broadcasting app, was acquired within just three years, boasting millions of users.
Darius’s zeal for SALES extended beyond MEDDIC; he often played the role of the first salesperson, wooing both customers and top talents, securing approximately $20M across five rounds of funding from investors.
Darius holds a Master of Science in Robotics Engineering from Ecole Centrale de Paris (now Centrale-Supelec), ranked first in the entrance exams. He also earned a Certificate in Organizational Analysis from Stanford University, is a patent holder, and a published author. He has guest lectured at the University of Washington in Seattle and the National Defense University in Washington D.C. Familiar with six languages, Darius has worked globally, residing in California since 2009.
Darius started as a robotics engineer before transitioning to sales and management, where he consistently excelled, leading to his rapid rise into leadership roles. At the young age of 28, he became the CEO of a Schlumberger subsidiary, managing a $10M business.
Despite his corporate success, Darius’s true passion lay in tech startups. At PTC, he led his unit from $4M to $27M in three years, with a team of 150, all within the fiercely competitive French market dominated by Dassault Systèmes. PTC outperformed its rival in its home territory. During this time, Darius and other Sales Leaders at PTC built the foundation of what is now known as MEDDIC and MEDDPICC sales methodologies.
As an entrepreneur, before MEDDIC Academy, Darius founded four startups (Enterprise Software and Internet companies), achieving two successful exits. His previous venture, Business Hangouts, a Google G Suite live broadcasting app, was acquired within just three years, boasting millions of users.
Darius’s zeal for SALES extended beyond MEDDIC; he often played the role of the first salesperson, wooing both customers and top talents, securing approximately $20M across five rounds of funding from investors.
Darius holds a Master of Science in Robotics Engineering from Ecole Centrale de Paris (now Centrale-Supelec), ranked first in the entrance exams. He also earned a Certificate in Organizational Analysis from Stanford University, is a patent holder, and a published author. He has guest lectured at the University of Washington in Seattle and the National Defense University in Washington D.C. Familiar with six languages, Darius has worked globally, residing in California since 2009.
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MEDDIC Academy is a Global Sales Academy for Enterprise Sales Forces, offering in-person and online learning experiences. Recognized by Gartner in their Magic Quadrant for Sales Training Providers in 2021, MEDDIC Academy educates sales forces who target B2B or Enterprise clients, to increase performance and revenue through modern learning techniques which include self-paced eLearning, bite-sized courses, vILT (Virtual Instructor-Led Training), virtual workshops, in-person training, in-person workshops, coaching, management training in a blended learning mode. Even though we are "MEDDIC-Centered", the courses offered go well beyond MEDDIC. With courses as short as 10 minutes and as long as several hours, we have put 100s of years of Sales Management , Coaching and Facilitating to work to develop the content on the platform thanks to the highly qualified instructors from across the globe. As for MEDDIC, it is the most renowned Sales Qualification Methodology, applicable to any Enterprise Sales Process which is rather complex. MEDDIC may be referred to as MEDDICC, MEDDPICC, the MEDDIC CHECKLIST, or even MEDDIC SALES PROCESS (imperfect). Some of the most popular courses/lessons available on our platform are : - Objection Handling - Social Selling with LinkedIn - Preparing a ROI pitch (Return On Investment) - Saying No - How to develop Champions - MEDDPICC for managers - MEDDPICC for trainers - And of course the Advanced MEDDPICC, our best seller course which contains many of the above lessons. Check us out at https://meddic.academy ...
