Five live online sessions · practice on your deals between each

MEDDPICC Online Series: Five Live Sessions

A five-part live online series that builds MEDDPICC step by step, with practice on your own opportunities between sessions so the framework becomes a habit.

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

5 live online sessions

Group size

Maximum 8 delegates

Format

Live online

Price — Online

Price on request

+ VAT

where understanding becomes useful —

Why this course matters

MEDDPICC sticks when sellers practise it on real deals between sessions.

What you’ll explore in the Lab

This five-part live online series builds the framework step by step: the foundations with Pain and Metrics, then Economic Buyer and Champion, Decision Criteria and Decision Process, Paper Process and Competition, and finally live deal reviews and forecasting.

Each session is small-group and interactive, with breakouts and questioning practice, and ends with an action to apply to a current opportunity before the next session.

a real challenge. a purposeful response.

The challenges this addresses

Qualification frameworks learned in a day and forgotten in a month
Sellers unable to attend a full face-to-face workshop
Distributed teams needing one shared qualification language
Deal reviews lacking consistent MEDDPICC evidence

What this can change at work

Spacing MEDDPICC across five live sessions gives sellers time to apply each element to their own opportunities and bring back what they learn. Managers gain a consistent qualification language across distributed teams, and the business can see qualification evidence improving across the series rather than after a single event. The intended outcome is stronger qualification habits, not a promised win rate.

Applied between sessions

Sellers try each element on a current opportunity and bring what they found to the next session.

One language across locations

Distributed sellers and managers use the same MEDDPICC questions and evidence standard.

Reviews with evidence

The final session puts live deals under review so qualification gaps turn into owned next actions.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around session 1 — foundations, pain & metrics and session 2 — economic buyer & champion. 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

Five live, facilitator-led online sessions for up to 8 delegates. Each session combines short input, breakout practice and peer challenge, with an agreed action to apply to a current deal before the next session. Session length and dates are agreed with you.

Make MEDDPICC Online Series: Five Live Sessions relevant to your business

Tell us where you want to make progress with session 1 — foundations, pain & metrics. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. This course is delivered live online for people in the UK and Europe, with timings agreed around participants.

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.

Session 1 — Foundations, Pain & Metrics
Session 2 — Economic Buyer & Champion
Session 3 — Decision Criteria & Decision Process
Session 4 — Paper Process & Competition
Session 5 — Live deal reviews & forecasting

What’s included in your booking

Your booked time and format: 5 live online sessions · Live online · 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:

Apply each MEDDPICC element to a live opportunity
Test stakeholder authority and Champion strength
Map the buyer’s decision and paper process
Run evidence-based deal reviews and forecast conversations

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: Apply each MEDDPICC element to a live opportunity.

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 Online Series: Five Live Sessions 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