MEDDPICC Part 4: Competition, Deal Reviews & Forecasting

Position against competitors, strengthen deal reviews and embed MEDDPICC into weekly routines to support more accurate forecasting.

A healthy-looking pipeline can hide unanswered questions. Who owns the decision? What does the buyer need to prove? Is your Champion really able to help? We understand the pressure to be confident about a deal while still discovering the evidence. MEDDPICC gives that uncertainty a useful structure.

Enquire About This Lab Explore the course

Two sellers role-playing a customer conversation while a colleague observes — Explore. Practise. Perform.

Duration

Half day · 3.5 hours per half day

Group size

Maximum 8 delegates

Format

Online or face to face

Price — Face to face

From £1,150

+ VAT

Price — Online

From £900

+ VAT

where understanding becomes useful —

Why this course matters

Competitive pressure, stalled decisions and inconsistent deal reviews make it difficult to judge which opportunities will progress and what belongs in the forecast.

What you’ll explore in the Lab

Part 4 brings MEDDPICC together for account executives in complex B2B sales, sales managers and revenue teams, connecting competitive positioning with disciplined opportunity assessment.

Delegates learn to position against competitors, including doing nothing, then practise deal reviews and apply the framework to pipeline and forecast conversations. The focus is on clearer deal scrutiny, more accurate forecasting and practical ways to embed MEDDPICC in CRM records and weekly routines, supported by action plans for their top deals.

a real challenge. a purposeful response.

The challenges this addresses

Competition assessed without enough evidence from the buyer
Pipeline updates repeating confidence rather than testing it
Doing nothing overlooked as a credible competing choice
MEDDPICC gaps left disconnected from weekly CRM updates

What this can change at work

A deal review should change the next move, not just repeat the last update. Bringing MEDDPICC together helps sellers assess competitors, including doing nothing, and turn qualification gaps into practical action. Managers gain a consistent way to scrutinise opportunities and forecast judgements, while the business can connect CRM evidence, competitive position and weekly priorities into a more disciplined view of pipeline progress.

Competition includes inaction

Account executives test why buyers might choose a competitor or do nothing, recording evidence rather than relying on their own positioning.

Reviews produce actions

Weekly deal reviews connect MEDDPICC gaps with specific next actions for priority opportunities instead of ending with another statement of confidence.

Forecasts reference evidence

Forecast discussions use qualification evidence and competitive risks recorded in CRM, making the reasoning behind opportunity assessments visible to managers.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around understanding your competition, including no decision and positioning to win. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

This interactive half-day session brings together up to 8 delegates for structured work on competition, deal reviews and forecasting. Through breakouts, peer-to-peer learning and live practice, delegates test competitive positioning, rehearse MEDDPICC deal reviews and explore how to use the framework in pipeline and forecast calls. They leave with action plans for their top deals and practical steps for embedding MEDDPICC into their CRM and weekly cadence.

Make MEDDPICC Part 4: Competition, Deal Reviews & Forecasting relevant to your business

Tell us where you want to make progress with understanding your competition, including no decision. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

Understanding your competition, including no decision
Positioning to win
Running MEDDPICC deal reviews
Using MEDDPICC in pipeline and forecast calls
Embedding MEDDPICC in your CRM and cadence
Action plans for your top deals

What’s included in your booking

Your booked time and format: Half day · Live online or face to face, agreed before booking · Maximum 8 delegates.
Included in every course: Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application: The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

Position confidently against competitors
Run effective MEDDPICC deal reviews
Forecast more accurately
Embed MEDDPICC into weekly routines

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Position confidently against competitors.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting MEDDPICC Part 4: Competition, Deal Reviews & Forecasting into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

Explore Speaking & Events

More from MEDDPICC

MEDDPICC Part 1: Foundations, Metrics & Pain

Build a practical foundation in MEDDPICC, uncover the buyer’s real business problem and quantify the value that gives them a reason to buy.

Half day · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

Qualification starts with a business problem the buyer recognises and an impact you can substantiate. Complex B2B deals are harder to qualify and forecast when the buyer’s pain is unclear and the commercial impact remains unquantified. This half-day course introduces all eight elements of MEDDPICC, explaining how disciplined qualification supports better-qualified pipeline and more reliable forecasts before focusing on Identify Pain and Metrics. Account executives, sales managers and revenue teams learn to uncover and confirm the real business problem, ask sharper discovery questions and translate its impact into meaningful measures of value. Delegates apply the framework to their own deals, building a clearer, measurable reason to buy and a more structured basis for deal reviews.

Key focus areas

The eight elements of MEDDPICC
Why qualification wins deals
Identify Pain: finding the real business problem
Metrics: quantifying impact and value
Discovery questions that surface pain and metrics
Scoring your live deals

Outcomes — you'll be able to

Explain each MEDDPICC element
Uncover and confirm the buyer's pain
Quantify value with meaningful metrics
Score your own deals against the framework

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,150+ VAT

Online: From £900 + VAT

Course details

MEDDPICC Part 2: Economic Buyer & Champion

Identify the Economic Buyer, test your Champion and equip them to build support for your deal when you are not in the room.

Half day · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

Complex B2B deals can stall when sellers mistake helpful contacts for genuine Champions or lack access to the person with final buying authority. MEDDPICC Part 2 focuses on identifying and engaging the Economic Buyer, distinguishing a coach from a Champion, and developing someone who can sell internally on your behalf. Account executives, sales managers and revenue teams explore how to reach senior decision-makers, test a contact’s influence and commitment, and build relationships across the account. Applying these disciplines to live opportunities helps delegates strengthen stakeholder coverage, sharpen deal reviews and assess the people-related risks that can undermine forecast confidence.

Key focus areas

Who the Economic Buyer really is
Getting access to senior decision-makers
Coach vs Champion: testing your champion
Developing and equipping champions
Multi-threading across the account
Mapping stakeholders on live deals

Outcomes — you'll be able to

Identify and engage the Economic Buyer
Test whether a contact is a true champion
Equip champions to sell internally
Map and multi-thread your live deals

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,150+ VAT

Online: From £900 + VAT

Course details

your sales team. your priorities. your programme. —

Build your own sales programme.

Combine courses, focus on your skills gaps and shape the learning around your sales cycle. Standard workshops run with 8–10 delegates; BDR and MEDDPICC sessions have a maximum of eight; Sales Leadership workshops run with 6–8. Smaller bespoke cohorts can be discussed, with pricing agreed for your programme.

Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course