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All eight elements · live-deal clinic · face to face

MEDDPICC Two-Day Workshop: Foundation + Live-Deal Clinic

Two face-to-face days: build a shared understanding of all eight MEDDPICC elements, then put your own live deals under the spotlight in a coached clinic.

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
The Sales House
Explore. Practise. Perform.

Duration

2 days · 9:30am–5pm each day

Group size

Maximum 8 delegates

Format

Face to face

Price — Face to face

Price on request

+ VAT

where understanding becomes useful —

Why this course matters

For teams who want MEDDPICC applied to real pipeline, not just understood.

What you’ll explore in the Lab

Day 1 is MEDDPICC – The Basics: all eight elements, how they connect and the questions that uncover reliable evidence.

Day 2 — Your deals under the spotlight — is a coached working session on your team's live opportunities: inspect every MEDDPICC criterion, challenge gaps constructively, prioritise risks and create specific next steps with clear owners and dates.

a real challenge. a purposeful response.

The challenges this addresses

  • MEDDPICC reduced to an isolated CRM completion checklist
  • Teams interpreting the same qualification evidence in different ways
  • Buyer conversations failing to connect the eight qualification elements
  • Live deal risks lacking prioritised actions and clear owners

What this can change at work

A common framework matters when it improves the conversation. The foundation day connects all eight MEDDPICC elements, helping sellers distinguish evidence from assumptions and managers run more purposeful deal reviews. On the second day, coached scrutiny of live opportunities turns gaps into owned, dated actions. The business gains a shared qualification language that can support clearer pipeline assessment and forecast conversations.

Connected discovery questions

Sellers use the eight MEDDPICC elements to guide connected buyer conversations, rather than gathering answers solely to complete separate CRM fields.

Evidence distinguished openly

Deal reviews separate confirmed buyer evidence from assumptions, with sellers and managers agreeing which qualification gaps deserve attention first.

Live deal clinic

On day two the team inspects live opportunities together and assign specific next actions, owners and dates to priority qualification gaps.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around metrics and identify pain and economic buyer and 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

Delivered face to face at your business premises or an agreed venue across the UK and EMEA, for up to 8 delegates. We start by connecting buyer pain to measurable value, then map buying authority and Champion strength. The afternoon brings decision criteria, decision and paper processes, and competitive positioning together in a coached deal review. Facilitated discussion, discovery practice and small-group exercises help the framework become a useful conversation rather than a form to complete. Bring an anonymised opportunity where possible, respecting customer confidentiality. You leave with a qualification map, stakeholder priorities and agreed next actions to develop with the buyer. Day 2 brings deeper coached reviews of your own opportunities against each MEDDPICC criterion, with evidence gaps, stakeholder priorities and next actions put under the spotlight. In your booking enquiry, tell us your preferred dates, location, team size and qualification goals; the workshop price and any venue or travel arrangements are agreed with you before booking.

explore it. practise it. take it with you. —

Your MEDDPICC Two-Day Workshop: Foundation + Live-Deal Clinic agenda

This sample schedule is adapted around your team, with breaks agreed before delivery.

Day 1 — MEDDPICC – The Basics

A sample 09:30–17:00 day. Timings and examples are agreed around your team. We connect all eight elements to the buyer's world and practise the conversations that uncover reliable evidence.

  1. 09:30–10:00

    Welcome: qualification with a shared language

    Agree team goals, introduce all eight elements and map MEDDPICC to your sales stages. Explore confirmed evidence, assumptions and unknowns.

  2. 10:00–10:30

    Identify Pain & Metrics

    Understand the business problem, its impact and the buyer's reason to change. Practise questions that turn pain into measurable outcomes and validate the value with the customer.

  3. 10:30–10:45

    Break

    Time to pause and reflect.

  4. 10:45–12:00

    Economic Buyer & Champion

    Distinguish authority from influence. Identify who can approve investment, test Champion credibility and rehearse access conversations and internal value messages.

  5. 12:00–12:45

    Decision Criteria

    Explore technical, commercial and relationship criteria. Identify what the buyer values, how criteria are weighted and which assumptions need checking.

  6. 12:45–13:30

    Lunch

    A break before the afternoon's process and application work.

  7. 13:30–14:30

    Decision Process & Paper Process

    Map evaluation, approval and decision steps separately from procurement, legal and signature. Identify owners, dependencies and milestones for a buyer-aligned action plan.

  8. 14:30–15:15

    Competition

    Assess direct alternatives, internal initiatives, the status quo and no decision. Use buyer evidence to explore differentiation and the case for change.

  9. 15:15–15:30

    Break

    Prepare for the final application exercise.

  10. 15:30–16:30

    Bring the eight elements together

    Apply MEDDPICC to a worked example or suitable anonymised opportunity. Run a structured review, identify evidence gaps and rehearse questions to validate them.

  11. 16:30–17:00

    Your next steps

    Agree practical qualification actions and a review rhythm. Select the opportunities and supporting information to bring into the clinic.

Day 2 — Your deals under the spotlight

A live-deal application day, not another day of theory. Bring suitable anonymised opportunities and approved supporting information. Review depth and time per deal are agreed around the cohort and opportunity complexity.

  1. 09:30–10:00

    Set up the live-deal clinic

    Agree confidentiality boundaries, choose priority opportunities and prepare a consistent MEDDPICC evidence map for each deal.

  2. 10:00–10:45

    Deal reviews: evidence under the spotlight

    Sellers present live opportunities against all eight criteria. Facilitator and peer questions distinguish what the buyer has confirmed from what the team still assumes.

  3. 10:45–11:00

    Break

    Capture emerging questions and risks.

  4. 11:00–12:30

    Deal reviews: challenge the gaps

    Continue coached reviews, testing pain and Metrics, buying authority, Champion strength, decision steps and competitive position. Identify the gaps that matter most to progress.

  5. 12:30–13:15

    Lunch

    A pause before turning insight into action.

  6. 13:15–14:30

    Work through your priority criteria

    Small-group deal clinics develop validation questions, stakeholder engagement and executive alignment. Practise conversations needed to confirm missing evidence and strengthen internal support.

  7. 14:30–14:45

    Break

    Prepare your deal action plan.

  8. 14:45–16:00

    Create next steps that move the deal

    Turn review findings into specific customer-facing actions. Agree owners, target dates, dependencies and the buyer confirmation needed; prioritise steps by risk and impact.

  9. 16:00–17:00

    Present, refine and commit

    Share your plan for peer challenge, refine your next conversations and agree how progress will be reviewed. Leave with a live-deal evidence map and practical action plan.

Make MEDDPICC Two-Day Workshop: Foundation + Live-Deal Clinic relevant to your business

Tell us where you want to make progress with metrics and identify pain: evidence of business impact. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. This workshop brings people together face to face; UK and European delivery arrangements are agreed with your organisation.

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.

  • Metrics and Identify Pain: evidence of business impact
  • Economic Buyer and Champion: authority, influence and commitment
  • Decision Criteria and Decision Process: how the buyer chooses
  • Paper Process: procurement, legal and sign-off
  • Competition, including the status quo and no decision
  • Live-deal qualification, gap analysis and next actions

What’s included in your booking

Your booked time and format
2 days · Face to face · 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:

  • Explain and connect all eight MEDDPICC elements
  • Separate confirmed qualification evidence from assumptions
  • Map stakeholders and the buying process
  • Run a structured deal review and prioritise qualification gaps
  • Build practical next actions for a live opportunity

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: Explain and connect all eight MEDDPICC elements.

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 Two-Day Workshop: Foundation + Live-Deal Clinic 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