On-demand

MEDDIC & MEDDPICC Fundamentals

MEDDIC is the world’s leading qualification methodology for complex sales. Sales professionals leverage MEDDIC to evaluate and qualify their opportunities throughout their sales cycles. The proper use of MEDDIC allows sales professionals to more effectively apply their time and resources to improve close rates and deal size.

In this 4-week intensive course, MEDDIC for Sellers provides actionable insights on how to drive greater deal control and velocity by applying the timeless principles defined by MEDDIC.

Course details

Enrollment type: On-demand
Open to: Executive and Associate Members

Virinchi Duvvuri, Instructor

Accomplished Senior Sales Leader with 25 + years of success across SaaS, technology, retail, and manufacturing. Virinchi has held various leadership positions throughout his leadership career and also founded SalesDirector.ai. Crediting the experience for his passion around MEDDIC and RevOps. Currently located in Aliso Viego, CA and is UST’s SVP of Sales and Rev Ops. He is also an advisor for several SaaS startups and the founding chapter leader for Pavilion’s San Diego chapter.

Connect with Virinchi

Dick Dunkel, Instructor

Dick is the original creator of the MEDDIC framework. 25+ years in enterprise field sales, primarily working in highly innovative, early-stage businesses. Dick was a top producing seller at Xerox and then PTC in the 90s. From 1998 to 2015, led sales teams and achieved sales success across multiple high growth businesses. In 2015, returned to focus on sales enablement, helping Sprinklr to grow 5X in 4 years, leading up to Sprinklr’s successful IPO. In 2019 joined Celonis (Forbes Fast 100 #11) where he is currently the Global Head of Field Enablement. Dick and family live in Chester County outside of Philadelphia.

Connect with Dick

Course curriculum

This course is designed for SDRs, AEs, or individual contributors looking to gain more knowledge on the MEDDIC framework.

Session 1:
Pain Identification

Learning objectives:

How to increase your prospect's awareness of the pain/problem.
How to translate identified pain into favorable decision criteria
How to defeat "do nothing."

Session 2:
Metrics & What to Look for

Learning objectives:

How to identify the metrics that matter
How to incorporate metrics into your decision criteria
How to apply your metrics to post-sales customer success

Session 3:
Economic Buyers & Champions

Learning objectives:

How to identify these 2 critical roles
Developing your Champion and gaining access to the Economic Buyer
Leveraging these critical roles through pre and post-sale

Session 4:
Decision Process & Criteria

Learning objectives:

How to uncover, negotiate and establish a decision process.
The types of decision criteria and the importance of influencing decision criteria
How disciplined execution leads to the creation of mutual close plans

Expected Results

Sellers who embrace and apply the principles of MEDDIC will:

More effectively identify gaps and risks for in-flight deals
More effectively assess which opportunities to prioritized or deprioritized
Set more meaningful meeting objectives, leading to more effective meetings
Better understand and apply the principle of win-win selling

Sam Jacobs clapping in front of a room of people

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: Enroll on-demand at any time.
: Due to this course being on-demand, you can participate in sessions at your own pace.
: Due to this program being offered on-demand, you can enroll at any time.
: We ONLY offer Executives the opportunity to get certified in On-Demand offerings, and we currently only offer certificates for these Executive-level offerings:

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