Customized MEDDICC Foundation Workshops
Workshop Overview
We help companies achieve more accurate sales forecasts, larger average deal size, and overall increased revenue.
Our workshops are customized tailored programs designed to help sales teams effectively implement the MEDDICC framework, a proven methodology for managing complex sales processes. MEDDICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. This training is personalized to meet the specific needs and challenges of your organization, ensuring that participants gain deep insights into each element of the framework and how to apply it to real-world sales scenarios.
The program is delivered through interactive workshops, hands-on exercises, and case studies, and live deal reviews focusing on practical skills and strategic thinking. Whether your team is new to MEDDICC or looking to refine its approach, the customized training will equip them with the tools to better qualify leads, align with decision-makers, uncover critical pain points, and close more deals.
Key Benefits of Customized MEDDICC Training
By the end of the training, your team will be equipped with the skills and knowledge to implement MEDDICC effectively, boosting sales performance and improving win rates.
1. Tailored content that aligns with your industry, products, and sales cycles
2. Practical application of the MEDDICC framework to improve forecasting and pipeline management
3. Enhanced ability to navigate complex sales processes and drive better outcomes
4. Focus on improving communication with key stakeholders and identifying buying signals
5. Development of a repeatable, scalable sales methodology for sustained success
A Recent Anecdote
This anecdote highlights how the MEDDICC framework can drive immediate results in sales engagements:
Ben S. Manager. Sales Enablement
“Yesterday, I had a call with a lead that expressed resistance upfront: No budget, too early, contact us next year.
Using MEDDICC and what Steve taught us in the workshop, I was able to challenge this objection effectively with the game-changer question: But what is the cost of doing nothing?
The lead’s response shifted from outright rejection to a willingness to collaborate: Ok, let’s work together to convince my CIO that your Enterprise Architecture Solution is necessary for the company.
My follow-up plan for working with the lead, aligns closely with MEDDICC principles:
Mutual Effort: Collaborate with the lead to build a compelling business case, illustrating the solution’s value.
Teamwork: Involve internal resources (territory manager) to strengthen the pitch.
Engagement: Maintain weekly contact to ensure progress and provide necessary resources.
I just wanted to share this story and how MEDDICC showed instant reflection!”
Ready to Empower Your Sales Team?
SMG's workshops go beyond theory. providing hands-on, practical training to elevate your team's performance. Whether you're just starting with MEDDICC or to refine your processes, we have a solution for you.
