Skip to content
UK-based. Working with sales teams across Europe.
The Sales House

MEDDPICC

Learn MEDDPICC and use it on your live deals — from qualification to deal reviews and forecasting. Choose the four-part series, a one-day or two-day face-to-face workshop, the five-part online series or a half-day online refresher.

8 coursesMaximum 8 delegatesCourse-specific online & face-to-face options
A sales team reviewing a deal and pipeline together in a meeting room
The Sales House
Explore. Practise. Perform.

why MEDDPICC —

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? There’s pressure to sound confident about a deal while you’re still finding the evidence.

MEDDPICC gives that uncertainty a useful structure: eight questions that show what you know, what you don’t yet, and what to do next.

  • Metrics

    What measurable impact will the buyer get?

  • Economic Buyer

    Who has the final say on budget?

  • Decision Criteria

    How will they judge the options?

  • Decision Process

    What steps will they take to decide?

  • Paper Process

    How does the contract actually get signed?

  • Identify Pain

    What problem is costing them right now?

  • Champion

    Who sells for you when you’re not in the room?

  • Competition

    Who or what else could win — including doing nothing?

why learn it with us —

Not just another sales framework. Relatable. Usable. Yours.

Most teams have heard of MEDDPICC. Fewer use it well. Too often it becomes CRM fields filled in from memory just before the forecast call.

We’ve carried the number and sat in those deal reviews. So we teach MEDDPICC the way it’s actually used — in real buyer conversations and honest reviews of live deals.

How we’re different

Your deals, not case studies.

Delegates bring two or three live opportunities. Every element is practised on deals they’re working right now, so it feels real from the first hour.

Your language, your process.

We map MEDDPICC to your sales stages and CRM fields and agree shared definitions, so it fits how you already sell rather than feeling bolted on.

Conversations, not checklists.

We practise the questions that uncover each element with buyers, so sellers know what to ask — not just which box to fill in.

Built into the week.

Deal review templates and manager guidance keep MEDDPICC alive in pipeline calls and one-to-ones long after the training day.

The aim isn’t a perfect scorecard. It’s a clearer picture of every deal — and the confidence to act on it.

MEDDPICC courses

The four-part series

Four practical half-day parts, online or face to face. Take the full series or book individual parts.

From £4,200 for the 4-part seriesface to face, per group + VATOnline from £3,350 for the 4-part series

Enquire about the full series

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

MEDDPICC Part 3: Decision Criteria, Decision Process & Paper Process

Uncover how buyers decide, shape their criteria and map the steps needed to reduce late-stage surprises in complex B2B deals.

Half day · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

Late-stage deals can slip when sellers lack clarity on what matters to the buyer, who makes the decision and what must happen before signature. This half-day course, Part 3 of MEDDPICC, helps account executives, sales managers and revenue teams uncover and influence Decision Criteria, map the Decision Process and understand the Paper Process, including legal, procurement and sign-off. Delegates apply these disciplines to live opportunities, identifying gaps and building mutual action plans with clear steps and responsibilities to agree with their buyers. The focus is stronger deal reviews, better-informed forecasts and fewer avoidable delays at the point of close.

Key focus areas

  • Uncovering and influencing Decision Criteria
  • Mapping the Decision Process step by step
  • Understanding the Paper Process and procurement
  • Building mutual action plans
  • Spotting slippage risk early
  • Applying it to your live deals

Outcomes — you'll be able to

  • Shape decision criteria in your favour
  • Map the decision and paper process
  • Build a mutual action plan with the buyer
  • Reduce late-stage slippage

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 4: Competition, Deal Reviews & Forecasting

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

Half day · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

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

Key focus areas

  • 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

Outcomes — you'll be able to

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

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

Face-to-face workshops

One practical day to understand and connect all eight elements, or two days with a coached clinic on your own live deals.

All eight elements · one day · face to face

MEDDPICC – The Basics

Understand all eight MEDDPICC elements in one practical face-to-face day and practise the conversations that uncover reliable qualification evidence.

1 day · 9:30am–5pmMaximum 8 delegates

Course synopsis

A shared qualification language is most valuable when everyone knows how to use it in real conversations. This practical day covers the basics of MEDDPICC: what each element means, how the elements connect and how to use them with buyers. Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion and Competition become a way to distinguish evidence from assumptions, rather than a checklist completed in isolation. Facilitated examples, questioning practice and an introductory deal review connect the framework to your sales process. Want a second day on your own live deals? Choose the two-day workshop.

Key focus areas

  • 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
  • Bringing the eight elements together in a deal review

Outcomes — you'll be able to

  • 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

Included in every course

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

Face to face

Price on request+ VAT

Course details
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.

2 days · 9:30am–5pm each dayMaximum 8 delegates

Course synopsis

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

Key focus areas

  • 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

Outcomes — you'll be able to

  • 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

Included in every course

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

Face to face

Price on request+ VAT

Course details
See the 1-day agenda

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

Your MEDDPICC – The Basics 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.

See the 2-day agenda

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.

Live online

A five-part series that builds the habit, or a half-day refresher for teams who need reminding.

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.

5 live online sessionsMaximum 8 delegates

Course synopsis

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

Key focus areas

  • 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

Outcomes — you'll be able to

  • 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

Included in every course

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

Live online

Price on request+ VAT

Course details
For teams who already know MEDDPICC · live online

MEDDPICC Refresher: Live Online Half Day

A live online half day for teams who have learned MEDDPICC before and need reminding: refresh all eight elements, rebuild the habits and apply them to current deals.

Half day · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

Most teams don’t forget MEDDPICC — they stop using it consistently. Fields get filled in from memory, deal reviews drift back to gut feel and new joiners pick up the language without the discipline behind it. This live online refresher is for teams who have learned MEDDPICC before and need reminding. In one focused half day we revisit all eight elements quickly, spot where the team’s habits have slipped and practise the questions that rebuild reliable evidence. Delegates score a current opportunity, share what they find in breakouts and leave with the gaps to close on their own deals.

Key focus areas

  • The eight elements, refreshed
  • Where qualification habits slip
  • Questions that rebuild reliable evidence
  • Scoring a current opportunity
  • Your gaps and next actions

Outcomes — you'll be able to

  • Recall and connect all eight MEDDPICC elements
  • Spot where your team’s qualification habits have slipped
  • Score a live opportunity using buyer evidence
  • Leave with the next actions for your current deals

Included in every course

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

Live online

Price on request+ VAT

Course details

More sales training

Top of Funnel ADR/BDR LabAccount Executives LabAccount Managers LabBootcampsTeam Building LabAI for Sales LabSpecialist Sales Lab

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.

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 Build Your Programme