Sales Leader Coaching and Deal Review Workshop

Workshop Overview

The MEDDPICC methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition) is an essential tool for navigating complex sales cycles and managing large, strategic deals. During the workshop, we will dive deep into each element of the MEDDPICC framework, exploring how Sales Leaders can leverage this methodology to mentor and guide their teams to success.

Key Workshop Objectives

Sales Leader Coaching:

Equip Sales Leaders with the tools to provide effective coaching, focusing on helping their teams identify key areas for improvement at each stage of the sales cycle. We will cover how to use MEDDPICC as a coaching tool to enhance deal qualification, forecasting, and execution.

Scalable Solutions:

Understand how to conduct impactful deal reviews with the MEDDPICC framework to ensure all key elements are addressed. We'll explore techniques for assessing deals, identifying potential risks, and strategizing for successful closure.

Practical Application:

Throughout the session, we will incorporate real-world examples and role-playing scenarios that encourage interactive learning. Sales leaders will walk through live deals from their teams, applying MEDDPICC principles to assess progress and recommend strategies.

  • Introduction to MEDDPICC:

    • Explanation of each component of the framework and its role in the sales process.

  • Coaching Best Practices:

    • Effective ways to use MEDDPICC to coach sales reps on pipeline management and deal qualification.

  • Deal Review Strategy:

    • Step-by-step guidance on how to conduct a MEDDPICC-based deal review, focusing on risk mitigation and maximizing deal potential.

  • Interactive Role-Play and Case Studies:

    • Hands-on activities that simulate actual sales challenges, with peer feedback and expert facilitation.

  • Action Plan Development:

    • Create actionable next steps for sales leaders to implement MEDDPICC in their daily coaching and deal reviews.

Agenda Highlights

Who Should Attend the Sales Leader Coaching and Deal Review Workshop:

This workshop is ideal for Sales Leaders, Managers, and Directors looking to enhance their sales coaching skills and improve their team's deal execution. Whether you are new to MEDDPICC or looking to deepen your understanding, this session will provide valuable insights and practical tools to drive results.

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.