📅 Training Schedule

Join us for four 90-minute virtual MEDDPICC training sessions, held on consecutive days from 15–18 September, starting daily at 09:00 GMT.

👉 Please register and complete the delegate fee payment to secure your place.

🔍 Introduction 

MEDDIC/MEDDPICC is a globally recognised sales qualification methodology designed to accelerate sales cycles and increase average deal size. inspir’em’s MEDDPICC Foundations course equips go-to-market teams across all functions with a shared understanding of the MEDDPICC framework, enabling better collaboration and improved sales outcomes.

This course is ideal for professionals across departments who want to:

• Understand the MEDDPICC methodology
• Apply it practically to real-world sales scenarios
• Improve team alignment and productivity

🎯 Course Objectives 

The course is structured around four key goals:

• Introduce the MEDDPICC framework and its origin story
• Highlight the benefits of MEDDPICC for cross-functional collaboration
• Provide a detailed breakdown of each component of MEDDPICC
• Share practical, real-world examples tailored to your value proposition

✅ Course Benefits

• Establish a common qualification language across your organisation
• Improve early-stage qualification for stronger pipeline management
• Use MEDDPICC to grow deal size and protect revenue during negotiations
• Enhance late-stage qualification for more accurate forecasting

🧠 Course Format 

A dynamic mix of:

• Presentations
• Interactive exercises
• Real-life examples
• Role plays

This format ensures the methodology is embedded into your team’s daily rhythm. Upon completion, you’ll gain access to:

• Our Learning Management Platform
• Bite-size online lessons
• Deal sheets and cheat sheets
• Early access to blogs and webinars

You may unsubscribe at any time after the scheduled training.

📘 Content of the Sessions

• Introduction to MEDDPICC
• Understand the origin and evolution of the MEDDPICC framework
• Explore why it’s become a go-to methodology for high-performing sales teams
• How MEDDPICC benefits all teams
• Learn how sales, marketing, customer success, and leadership can align around a shared qualification language
• Discover how MEDDPICC improves collaboration, forecasting, and deal velocity
• Each letter in deal-flow order, with practical application:
  • How to uncover and validate customer pain points
  • Techniques to prioritise pain based on urgency and business impact
  • Using pain to build urgency and momentum in the sales cycle
  • How to quantify the value of your solution
  • Aligning your metrics with customer KPIs and business outcomes
  • Using metrics to justify investment and ROI
  • Identifying who benefits most from your solution
  • Building and enabling internal advocates to sell on your behalf
  • Recognising red flags when a champion isn’t truly championing
  • Mapping the competitive landscape
  • Differentiating your solution with value, not just features
  • Handling objections and positioning against competitors
  • Understanding what matters most to the customer
  • Influencing the criteria to align with your strengths
  • Navigating technical, commercial, and strategic requirements
  • Clarifying legal, procurement, and compliance steps early
  • Avoiding delays by aligning stakeholders and timelines
  • Preparing documentation that accelerates approvals
  • Identifying the person with budget authority
  • Building a compelling business case for investment
  • Gaining access and securing executive sponsorship
  • Mapping the full buying journey from interest to signature
  • Understanding internal approvals, stakeholders, and timelines
  • Creating a mutual action plan to drive deal closure
• Identified Pain
• Metrics
• Champion
• Competition
• Decision Criteria
• Paper Process
• Economic Buyer
• Decision Process