Inspiring Your Learning Journey

Welcome to the first edition of the MEDDPICC Leadership Series. 

If you're short on time, here are some quick links to the content in this week's newsletter:

• Register: Webinar - MEDDPICC Leadership Series
• Read: Coaching Identified Pain Blog
• Download Deal Sheet (Sales & Leader Members only)
• Download: Deal Review Leaders Assets (Leader Members only)
• Register your Interest for our Next Leader Dinner

Friday’s Webinar: Identified Pain

New Blog: Coaching to Identified Pain

Discover the questions to uncover whether your team have found a "nice to have" or a "need to have" solution to your customer's pain.

Includes a leader checklist to ensure your team has qualified the pain sufficiently to move the deal on.

Watch: MEDDIC or MEDDPICC?

Discover why Redgate Software chose to implement MEDDPICC, plus get some tips on driving adoption across the team.

Refresh: Identified Pain is About Customer Outcomes

Our original blog on Identified pain explores how to uncover problems worth solving, highlight the cost of inaction, and align your success with your customers' outcomes to drive commitment.

Hubspot:

Sales analytics platforms: Top 5 tools for sales leaders in 2026

Capturing data from your CRM and other tools doesn't produce results unless it's analysed and acted upon effectively. 

A sales analytics platform is the tool to do that, but which one to choose? HubSpot suggests features to look for and offers advice on choosing the best platform for your business.

inspir'em Members: Continue your Learning Journey

Sales Members: Document Customer Pain in a Deal Sheet

Your inspir'em Deal Sheet template is a secret weapon for coaching yourself in MEDDPICC.

You'll find prompts and questions to help uncover real customer pain, assign a value to doing nothing, and drive the deal forward.

Leader Members:
Using Flash Cards in Deal Reviews to Coach MEDDPICC

If you want to inject some fresh energy into your next reviews, download the Deal Review guides and templates from your Leader Starter Kit, grab your Flash Cards, and start coaching your team to better results.

All Members: Run an Identified Pain Road Test with a Customer

Accompanying your team to customer meetings is a valuable use of time. Reps will learn from your experience, you'll get to see competencies in action, and be able to offer tailored coaching as a result.

Run this Identified pain road test and let us know the outcome.

News and Events

Webinars in the MEDDPICC Leadership Series, Starting this Friday, 4 September. 

1. 4 September: Identified pain
2. 18 September: Metrics
3. 2 October: Champion
4. 16 October: Decision criteria & Competition
5. 30 October: Economic buyer
6. 13 November: Decision process & Paper process

MEDDPICC Flash Cards - More Buying Options Available

Coach to MEDDPICC - Every Sales Stage, Every Letter

 👉 Buy an English-language pack from the UK

 👉 Buy an English-language pack from EUR/US

 👉 Buy a German language pack

Make New Connections at our Leader Dinners

We had a fantastic time at our recent dinner for revenue leaders. If you'd like to attend the next one, drop us an email.

Industry Event - Pavilion GTM

The biggest event on the GTM calendar: Pavilion GTM 2026, NYC, 28 September - 1 October.