MEDDICC Membership

Check out what our customers think about the MEDDICC Membership!

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Darren Berns

Vice President - Technology & Innovation / Materials Science Solutions | CTO / Optical Technologies at IDEX Corporation

Well done all around. Content was delivered nicely and at a pace that aligned well with the overall story being “sold”.

Jeesiel Ponce

Regional Account Manager LATAM at SOCRadar

Very interesting. This has been really good for my knowledge. Now I need to practice!

Sunnie Shujun Liang

Commercial Account Manager at TeamViewer

Thanks for enrolling this course to me, with MEDDPICC‘s guidance and checklist, I can easily set strategies to my opps, understand every case, and be aware where we are most of the time.
Thanks for enrolling this course to me, with MEDDPICC‘s guidance and checklist, I can easily set strategies to my opps, understand every case, and be aware where we are most of the time.

Dominik Benz

Team Lead Solutions Engineering OT - EMEA at TeamViewer

The structure and pacing are very well done. The length is right, and the content is explained in a clear, practical way with concrete examples, which makes it easy to understand and apply in real situations.
The structure and pacing are very well done. The length is right, and the content is explained in a clear, practical way with concrete examples, which makes it easy to understand and apply in real situations.

Patricia Ortiz Ferro

Strategic Account Executive for LATAM at TeamViewer

Excellent course for us in Sales. Even when I have more than 20 years of experience it's always useful to remember the basic steps we need to follow to succeed in our projects.
Excellent course for us in Sales. Even when I have more than 20 years of experience it's always useful to remember the basic steps we need to follow to succeed in our projects.

Enxhi Shehaj

Sales Development Representative at Flowable

The MEDDPICC training was very insightful and practical. It has helped me better structure my discovery calls, qualify opportunities more effectively, and understand how to uncover and implicate pain. I now feel more confident in identifying key stakeholders, mapping the decision process, and positioning Flowable against competitors and the status quo.
The MEDDPICC training was very insightful and practical. It has helped me better structure my discovery calls, qualify opportunities more effectively, and understand how to uncover and implicate pain. I now feel more confident in identifying key stakeholders, mapping the decision process, and positioning Flowable against competitors and the status quo.

Jim Enger

Enterprise Account Executive at Avetta

I really enjoyed the MEDDPICC training. It gave me a lot of value and a clearer way to think about how deals truly progress. The framework strengthens my focus, improves how I qualify, and helps me plan each step with more discipline. I’m looking forward to applying it and building it into the way I run every opportunity.
I really enjoyed the MEDDPICC training. It gave me a lot of value and a clearer way to think about how deals truly progress. The framework strengthens my focus, improves how I qualify, and helps me plan each step with more discipline. I’m looking forward to applying it and building it into the way I run every opportunity.

Harry Shaffer

Enterprise Account Executive at Velocity1

Incredible course! Although I implemented MEDDPICC in the past, the depth and scope of this of course was so impactful, that it revolutionized how I approach my customers and prospects moving forward.
Incredible course! Although I implemented MEDDPICC in the past, the depth and scope of this of course was so impactful, that it revolutionized how I approach my customers and prospects moving forward.

Satinder Gill

Sales Enablement Specialist at Ricoh Europe

I have been in sales for over 25 years and have learnt some new skill sets and have been reminded of ones i have stop using, this has been an investment in my career and can act as an champion to cascade the knowledge down so that our teams can benefit from the learning. Thank you.
I have been in sales for over 25 years and have learnt some new skill sets and have been reminded of ones i have stop using, this has been an investment in my career and can act as an champion to cascade the knowledge down so that our teams can benefit from the learning. Thank you.

Lee Clark

Account Manager at MRI

Insightful, informative and in general great to hear examples of this in practice as this helps with contextualising where I can use this methodology and when.
Insightful, informative and in general great to hear examples of this in practice as this helps with contextualising where I can use this methodology and when.

David Smedley

Sales Director at MRI Software

Having worked in sales for over 25 years I've been 'encouraged' to use lots of different methodologies, processes, frameworks etc most of which I haven't found particularly helpful but having just completed MEDDPICC Masterclass it makes absolute sense!
Having worked in sales for over 25 years I've been 'encouraged' to use lots of different methodologies, processes, frameworks etc most of which I haven't found particularly helpful but having just completed MEDDPICC Masterclass it makes absolute sense!

Tara McOmber

Head of North America Sales Enablement | Amazon Best-Selling Author | Public Speaker | MEDDICC Certified Leader & Coach

MEDDICC has been a common thread of success in my own personal sales journey as an individual contributor, sales leader, and sales training and enablement leader for as long as I can remember. Rooted in results, it provides a world class experience for customers and growth within an organization. When implemented and adopted as a culture correctly and with longevity and accountability in mind- applying MEDDICC is a game changer. I’ve been grateful to have served businesses that are adopting MEDDICC and currently in the market to serve another business with MEDDICC as a piece of what I do overall. If you have questions about it or need to speak to a referral, I’m happy to talk to your business. Andy Whyte and Pim Roelofsen are fantastic partners.
MEDDICC has been a common thread of success in my own personal sales journey as an individual contributor, sales leader, and sales training and enablement leader for as long as I can remember. Rooted in results, it provides a world class experience for customers and growth within an organization. When implemented and adopted as a culture correctly and with longevity and accountability in mind- applying MEDDICC is a game changer. I’ve been grateful to have served businesses that are adopting MEDDICC and currently in the market to serve another business with MEDDICC as a piece of what I do overall. If you have questions about it or need to speak to a referral, I’m happy to talk to your business. Andy Whyte and Pim Roelofsen are fantastic partners.

Véronique GERAUD

Architecte de la performance commerciale | Sales Enablement • Clients & Markets • Croissance durable | Leadership exécutif

Andy Whyte, Throughout my career, I’ve had the opportunity to go through many sales trainings. Some valuable. Others less transformative. MEDDPICC Masterclass is different. It doesn’t reinvent the fundamentals. It operationalizes them at a strategic level. MEDDPICC brings a level of discipline that fundamentally improves qualification, pipeline management, and revenue predictability. It enforces rigor in identifying the true Economic Buyer, validating Metrics, understanding the Decision Process, and strengthening the Champion. This is not a pitch methodology. It is an execution framework. And when it is truly applied, not just understood, it elevates the level of conversations, improves opportunity quality, and changes how risk is anticipated and managed. I am convinced of its tangible impact on collective performance. I am now MEDDPICC certified. #SalesLeadership #MEDDICC #RevenueExcellence #PipelineDiscipline #GTM #Cision #CisionCanada
Andy Whyte, Throughout my career, I’ve had the opportunity to go through many sales trainings. Some valuable. Others less transformative. MEDDPICC Masterclass is different. It doesn’t reinvent the fundamentals. It operationalizes them at a strategic level. MEDDPICC brings a level of discipline that fundamentally improves qualification, pipeline management, and revenue predictability. It enforces rigor in identifying the true Economic Buyer, validating Metrics, understanding the Decision Process, and strengthening the Champion. This is not a pitch methodology. It is an execution framework. And when it is truly applied, not just understood, it elevates the level of conversations, improves opportunity quality, and changes how risk is anticipated and managed. I am convinced of its tangible impact on collective performance. I am now MEDDPICC certified. #SalesLeadership #MEDDICC #RevenueExcellence #PipelineDiscipline #GTM #Cision #CisionCanada

Anton Olaosun

Strategic Account Manager CEE at AppsFlyer | Helping brands scale with Data-Driven Analytics & Attribution | Mobile Measurement | SaaS | MarTech

MEDDICC has helped me bring more structure to larger deals and better align with real business needs 🙌 8-hour training and successfully completed the certification. Great framework that’s already making a real difference 🙌 #MEDDICC
MEDDICC has helped me bring more structure to larger deals and better align with real business needs 🙌 8-hour training and successfully completed the certification. Great framework that’s already making a real difference 🙌 #MEDDICC

Jose Francisco González Rodríguez

Enterprise Account Executive at SUSE

I just love it! I find it really helpful and entertaining. It doesn't feel like heavy content like others that I've seen. Congratulations to every one for this amazing job.
I just love it! I find it really helpful and entertaining. It doesn't feel like heavy content like others that I've seen. Congratulations to every one for this amazing job.

Stephanie Rivenburgh

Enterprise Customer Account Executive at Criteria Corp

Great course with lots of details. Easy to listen to at my desk or on the go.

Raghav Laul

Technology Sales Leader | Enterprise, PSU & Government Sectors | Digital Forensics, Cybersec, IT Infra (Servers, Storage, GPU), AI ML Domain expertise | Building Value for clients via Consultative Sales for 2 decades

MEDDICC absolutely! And while I have your attention, may I mention how thorough and detailed, this master class is! Having spent many years with this process, this is the first time, the learning has been so in-depth and to the point. Especially loved the use of real life scenarios that takes one down this path.
MEDDICC absolutely! And while I have your attention, may I mention how thorough and detailed, this master class is! Having spent many years with this process, this is the first time, the learning has been so in-depth and to the point. Especially loved the use of real life scenarios that takes one down this path.

Mélanie Debeauvois-Noël

Responsable Marché PR Newswire France | Experte des solutions RP d’amplification et PR Newswire Amplify™ | Sales Enablement & Go‑To‑Market | RP • Communication • Marketing

2 nouvelles certifications viennent enrichir mon parcours : MEDDPICC Leadership and Enablement Program et MEDDPICC Masterclass de MEDDICC, un programme reconnu pour structurer l’analyse des besoins, la création de valeur et l’efficacité des recommandations commerciales. Pourquoi c’est clé pour pour mes interlocuteurs RP, communication et marketing ? ✔ Comprendre encore mieux leurs objectifs stratégiques et leurs contraintes opérationnelles ✔ Identifier ce qui crée réellement de la valeur dans leurs campagnes (visibilité, audiences, retombées, ROI) ✔ Formuler des recommandations plus pertinentes, plus claires et plus orientées résultats ✔ Aider chacun à prendre des décisions éclairées grâce à une approche structurée, transparente et factuelle Et pour mon rôle d’experte PR Newswire et de manager et de sales enablement ? ✔ Renforcer mes capacités d’analyse et de structuration des problématiques ✔ Améliorer la façon dont je prépare, présente et aligne les solutions PR Newswire & Amplify aux besoins réels ✔ Développer une méthodologie encore plus rigoureuse pour guider les équipes et les clients dans leurs choix ✔ Continuer à construire une approche centrée sur la valeur, la pédagogie et l’impact mesurable Ce programme s’inscrit dans une dynamique qui me tient à cœur : aider les organisations à maximiser la portée, l’efficacité et les résultats de leurs communications. #MEDDPICC #SalesEnablement #ValueSelling #Communication #RelationsPresse #Marketing #PRNewswire #Amplify
2 nouvelles certifications viennent enrichir mon parcours : MEDDPICC Leadership and Enablement Program et MEDDPICC Masterclass de MEDDICC, un programme reconnu pour structurer l’analyse des besoins, la création de valeur et l’efficacité des recommandations commerciales. Pourquoi c’est clé pour pour mes interlocuteurs RP, communication et marketing ? ✔ Comprendre encore mieux leurs objectifs stratégiques et leurs contraintes opérationnelles ✔ Identifier ce qui crée réellement de la valeur dans leurs campagnes (visibilité, audiences, retombées, ROI) ✔ Formuler des recommandations plus pertinentes, plus claires et plus orientées résultats ✔ Aider chacun à prendre des décisions éclairées grâce à une approche structurée, transparente et factuelle Et pour mon rôle d’experte PR Newswire et de manager et de sales enablement ? ✔ Renforcer mes capacités d’analyse et de structuration des problématiques ✔ Améliorer la façon dont je prépare, présente et aligne les solutions PR Newswire & Amplify aux besoins réels ✔ Développer une méthodologie encore plus rigoureuse pour guider les équipes et les clients dans leurs choix ✔ Continuer à construire une approche centrée sur la valeur, la pédagogie et l’impact mesurable Ce programme s’inscrit dans une dynamique qui me tient à cœur : aider les organisations à maximiser la portée, l’efficacité et les résultats de leurs communications. #MEDDPICC #SalesEnablement #ValueSelling #Communication #RelationsPresse #Marketing #PRNewswire #Amplify

Brian Birch

Zapier Team Member | Founder @ Harrier LLC | Marketing, content, and AI

Happy to share I just completed the MEDDPICC Masterclass, created by MEDDICC. Its a really good jump into the challenges of complex sales, especially at more enterprise level. Special thanks to Zapier for putting me through this course, including Katie Huson who pushed us to do this 😁 It helped me flex some sales muscles, and it reminded me, you can't just automate complex sales and marketing initiatives completely. I've spent a lot of time working with people via sales, marketing, and volunteering in my career. In our age of AI, we need to remember the personal touch and the challenges faced when we ask people for time, its a precious commodity for all of us! Quick overview of MEDDPICC in the image here, taken from their website.
Happy to share I just completed the MEDDPICC Masterclass, created by MEDDICC. Its a really good jump into the challenges of complex sales, especially at more enterprise level. Special thanks to Zapier for putting me through this course, including Katie Huson who pushed us to do this 😁 It helped me flex some sales muscles, and it reminded me, you can't just automate complex sales and marketing initiatives completely. I've spent a lot of time working with people via sales, marketing, and volunteering in my career. In our age of AI, we need to remember the personal touch and the challenges faced when we ask people for time, its a precious commodity for all of us! Quick overview of MEDDPICC in the image here, taken from their website.

Monika Antolini

AE @ Fivium | Supporting public sector teams to improve efficiency and compliance

Proud to have completed the MEDDPICC Masterclass from MEDDICC! I’ve used MEDDPICC for years, but this pushed me to raise my own standards. It challenged how I think about qualification, value, and real decision dynamics in complex sales. Growth comes from sharpening the fundamentals, not just adding new tactics. I’m leaving this one clearer, more disciplined, and better equipped to guide and support prospects through meaningful change. Big thanks to Robin Coackley and Fivium for investing in me, and to Andy Whyte for delivering it with real clarity and edge! ☺️ Onwards. 💪
Proud to have completed the MEDDPICC Masterclass from MEDDICC! I’ve used MEDDPICC for years, but this pushed me to raise my own standards. It challenged how I think about qualification, value, and real decision dynamics in complex sales. Growth comes from sharpening the fundamentals, not just adding new tactics. I’m leaving this one clearer, more disciplined, and better equipped to guide and support prospects through meaningful change. Big thanks to Robin Coackley and Fivium for investing in me, and to Andy Whyte for delivering it with real clarity and edge! ☺️ Onwards. 💪

Maria Clara Sebold

Customer Success Specialist | Strategic B2B Account Management | Client Retention & Growth Focus

[eng] I’ve just completed the MEDDPICC Masterclass. A great reinforcement of rigor, discipline, and strategic qualification in complex sales. Excited to apply these principles to drive stronger results! [pt/br] Concluí a MEDDPICC Masterclass. Um grande reforço de rigor, disciplina e qualificação estratégica em vendas complexas. Animada para aplicar esses aprendizados e gerar ainda mais resultados! 🤩 🚀 MEDDICC
[eng] I’ve just completed the MEDDPICC Masterclass. A great reinforcement of rigor, discipline, and strategic qualification in complex sales. Excited to apply these principles to drive stronger results! [pt/br] Concluí a MEDDPICC Masterclass. Um grande reforço de rigor, disciplina e qualificação estratégica em vendas complexas. Animada para aplicar esses aprendizados e gerar ainda mais resultados! 🤩 🚀 MEDDICC

George Campbell

VP of GTM Enablement, Datamaran

If you can understand my 150bpm Scottish-accent-tempo, then you’ll be able to hear how at Datamaran we’ve been accelerating our ways towards becoming world class, adding even more credibility to becoming trusted partners for our clients & communities. Thank you to Andy Whyte & Pim Roelofsen & the MEDDICC team for your continued support, and of course, for this recognition… I cannot be any more authentic than being candid; with a responsibility to the businesses I serve, I’ll only ever be ruthless about choosing the most suitable partner. To the Datamaran team; nothing is effective without your level of professionalism, and you’re overwhelmingly embracing this with the height of professionalism and racing towards becoming world class.
If you can understand my 150bpm Scottish-accent-tempo, then you’ll be able to hear how at Datamaran we’ve been accelerating our ways towards becoming world class, adding even more credibility to becoming trusted partners for our clients & communities. Thank you to Andy Whyte & Pim Roelofsen & the MEDDICC team for your continued support, and of course, for this recognition… I cannot be any more authentic than being candid; with a responsibility to the businesses I serve, I’ll only ever be ruthless about choosing the most suitable partner. To the Datamaran team; nothing is effective without your level of professionalism, and you’re overwhelmingly embracing this with the height of professionalism and racing towards becoming world class.

Reynaldo Vazquez

Sales Manager | Player-Coach | MEDDPIC | CPSP Certified | Building Scalable Sales Playbooks | Mid-Market

𝗜𝗻 𝗱𝗲𝗻 𝗹𝗲𝘁𝘇𝘁𝗲𝗻 𝗝𝗮𝗵𝗿𝗲𝗻 𝗶𝗺 𝗕2𝗕-𝗩𝗲𝗿𝘁𝗿𝗶𝗲𝗯 𝗵𝗮𝗯𝗲 𝗶𝗰𝗵 𝗲𝗶𝗻𝗲 𝘄𝗶𝗰𝗵𝘁𝗶𝗴𝗲 𝗟𝗲𝗸𝘁𝗶𝗼𝗻 𝗴𝗲𝗹𝗲𝗿𝗻𝘁: Gute Gespräche führen nicht automatisch zu guten Entscheidungen. Ich habe schon Geschäfte erlebt, bei denen: ◈ die Beziehung zum Kunden anfänglich stark war, ◈ die Lösung ein Problem eindeutig löste, ◈ alle Beteiligten sich einig zu sein schienen,... und dennoch kam nichts wirklich voran. ✪ Nicht wegen der Preisgestaltung. ✪ Nicht wegen der Konkurrenz. ✪ Sondern weil die Entscheidung nie wirklich zu Ende getroffen wurde. Was mich wirklich dazu gebracht hat, meinen Ansatz zu überdenken: ➡️ Kunden sprechen oft schon lange über Probleme, bevor sie bereit sind, eine Entscheidung zu treffen. ➡️ „Ja” kann Interesse bedeuten – aber keine Verpflichtung. ➡️ Und manchmal ist das größte Hindernis nicht ein anderer Anbieter, sondern interne Unsicherheit. Seitdem konzentriere ich mich viel mehr darauf, wie Entscheidungen getroffen werden und nicht nur darauf, was gekauft wird: ◈ Wer trägt tatsächlich das Risiko? ◈ Was passiert, wenn sich nichts ändert? ◈ Und was muss intern gegeben sein, damit eine Entscheidung vorangebracht werden kann? Allein diese Veränderung hat die Qualität meiner Pipeline-Gespräche massiv verbessert. Im Rahmen dieser Entwicklung habe ich kürzlich die MEDDPIC 𝗠𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀-𝗭𝗲𝗿𝘁𝗶𝗳𝗶𝘇𝗶𝗲𝗿𝘂𝗻𝗴 von MEDDICC abgeschlossen, die mir geholfen hat, genau diese Aspekte in komplexen Vertriebsumgebungen weiter zu schärfen. Ich lerne immer noch dazu, ich stelle meine eigenen Gewohnheiten immer noch in Frage. Und ehrlich gesagt – das ist der Teil, der mir am meisten Spaß macht am Vertrieb. Ein besonderer Dank geht an die mispa Technologies GmbH für die Förderung einer Kultur, die berufliches Wachstum fördert und Zertifizierungen wie diese unterstützt – es ist motivierend zu sehen, dass Lernen wirklich Priorität hat. #B2BSales #LearningMindset #ComplexSales #MEDDPIC #SalesGrowth
𝗜𝗻 𝗱𝗲𝗻 𝗹𝗲𝘁𝘇𝘁𝗲𝗻 𝗝𝗮𝗵𝗿𝗲𝗻 𝗶𝗺 𝗕2𝗕-𝗩𝗲𝗿𝘁𝗿𝗶𝗲𝗯 𝗵𝗮𝗯𝗲 𝗶𝗰𝗵 𝗲𝗶𝗻𝗲 𝘄𝗶𝗰𝗵𝘁𝗶𝗴𝗲 𝗟𝗲𝗸𝘁𝗶𝗼𝗻 𝗴𝗲𝗹𝗲𝗿𝗻𝘁: Gute Gespräche führen nicht automatisch zu guten Entscheidungen. Ich habe schon Geschäfte erlebt, bei denen: ◈ die Beziehung zum Kunden anfänglich stark war, ◈ die Lösung ein Problem eindeutig löste, ◈ alle Beteiligten sich einig zu sein schienen,... und dennoch kam nichts wirklich voran. ✪ Nicht wegen der Preisgestaltung. ✪ Nicht wegen der Konkurrenz. ✪ Sondern weil die Entscheidung nie wirklich zu Ende getroffen wurde. Was mich wirklich dazu gebracht hat, meinen Ansatz zu überdenken: ➡️ Kunden sprechen oft schon lange über Probleme, bevor sie bereit sind, eine Entscheidung zu treffen. ➡️ „Ja” kann Interesse bedeuten – aber keine Verpflichtung. ➡️ Und manchmal ist das größte Hindernis nicht ein anderer Anbieter, sondern interne Unsicherheit. Seitdem konzentriere ich mich viel mehr darauf, wie Entscheidungen getroffen werden und nicht nur darauf, was gekauft wird: ◈ Wer trägt tatsächlich das Risiko? ◈ Was passiert, wenn sich nichts ändert? ◈ Und was muss intern gegeben sein, damit eine Entscheidung vorangebracht werden kann? Allein diese Veränderung hat die Qualität meiner Pipeline-Gespräche massiv verbessert. Im Rahmen dieser Entwicklung habe ich kürzlich die MEDDPIC 𝗠𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀-𝗭𝗲𝗿𝘁𝗶𝗳𝗶𝘇𝗶𝗲𝗿𝘂𝗻𝗴 von MEDDICC abgeschlossen, die mir geholfen hat, genau diese Aspekte in komplexen Vertriebsumgebungen weiter zu schärfen. Ich lerne immer noch dazu, ich stelle meine eigenen Gewohnheiten immer noch in Frage. Und ehrlich gesagt – das ist der Teil, der mir am meisten Spaß macht am Vertrieb. Ein besonderer Dank geht an die mispa Technologies GmbH für die Förderung einer Kultur, die berufliches Wachstum fördert und Zertifizierungen wie diese unterstützt – es ist motivierend zu sehen, dass Lernen wirklich Priorität hat. #B2BSales #LearningMindset #ComplexSales #MEDDPIC #SalesGrowth

Luke O'Connor

Senior UK Sales Manager at Cision - Elites Top 10 Sales Leadership 2024

What a fantastic Sales Kick Off yesterday lead by Stuart Fowler Huge thanks to Andy Whyte for a brilliant session on MEDDPICC, reinforcing the importance of speaking the same language and how mastering the fundamentals is often where that extra 10% comes from. “Great sales teams don’t win by chance — they win by process.” Hearing from James Kerr was equally fascinating. His insights from working with the All Blacks really landed especially the emphasis on standards, ownership, and staying grounded while chasing excellence. “Champions do the basics better than anyone else, every single day.” We also heard some brilliant success stories from across the business, alongside exciting developments we’re making and sharing with our clients. There’s a real sense of momentum building. Finally, a huge congratulations to Jonathan Davies, our Salesperson of the Year When presenting, I shared a stat that says it all "over the last 4 years, Jonathan has averaged 135% of target. That’s not just consistency that’s sustained excellence and continuous overperformance. An incredible achievement" Well done Jonathan To sum it up perfectly, a quote from Sir Alex Ferguson “Winning is in my DNA. Once you win, you want to keep winning.” A brilliant day celebrating learning, progress, and success and plenty to build on in the year ahead.
What a fantastic Sales Kick Off yesterday lead by Stuart Fowler Huge thanks to Andy Whyte for a brilliant session on MEDDPICC, reinforcing the importance of speaking the same language and how mastering the fundamentals is often where that extra 10% comes from. “Great sales teams don’t win by chance — they win by process.” Hearing from James Kerr was equally fascinating. His insights from working with the All Blacks really landed especially the emphasis on standards, ownership, and staying grounded while chasing excellence. “Champions do the basics better than anyone else, every single day.” We also heard some brilliant success stories from across the business, alongside exciting developments we’re making and sharing with our clients. There’s a real sense of momentum building. Finally, a huge congratulations to Jonathan Davies, our Salesperson of the Year When presenting, I shared a stat that says it all "over the last 4 years, Jonathan has averaged 135% of target. That’s not just consistency that’s sustained excellence and continuous overperformance. An incredible achievement" Well done Jonathan To sum it up perfectly, a quote from Sir Alex Ferguson “Winning is in my DNA. Once you win, you want to keep winning.” A brilliant day celebrating learning, progress, and success and plenty to build on in the year ahead.

SG
Scott Gibney

👉 Enterprise Sales Director | Driving Brand Revenue & Recognition with PR, Media & Marketing | Expert in Agency Partnerships, Content Amplification & Data-Driven Growth

Just wrapped the MEDDICC Master Class—and it reinforced something I see every day working with agencies. Most deals don’t stall because of product. They stall because the decision isn’t being managed. A few reminders I’m taking straight into my day-to-day: • Interest without implicated pain never becomes priority • The biggest lever on deal velocity is a clear decision process • Champions aren’t cheerleaders—they sell internally • The Economic Buyer cares about outcomes, timing, and risk—not features • More deals are lost to inertia than competitors Going forward, I’m being far more intentional about which MEDDICC lever each client conversation advances—especially in complex, multi-stakeholder agency environments. Not about running a framework perfectly. About applying it consistently enough that results compound. Curious—what MEDDPICC element has changed how you run deals? #MEDDPICC #AgencySales #EnterpriseSales #RevenueExecution #SalesDiscipline Thank you, Cision, Brandwatch & PR Newswire for investing in me. Special shout out to Gianna Jackson, Jamie LaJoie, Danielle Caruso, and Guy Abramo for belief in me, enhancing the culture, and guiding our north star strategy!
Just wrapped the MEDDICC Master Class—and it reinforced something I see every day working with agencies. Most deals don’t stall because of product. They stall because the decision isn’t being managed. A few reminders I’m taking straight into my day-to-day: • Interest without implicated pain never becomes priority • The biggest lever on deal velocity is a clear decision process • Champions aren’t cheerleaders—they sell internally • The Economic Buyer cares about outcomes, timing, and risk—not features • More deals are lost to inertia than competitors Going forward, I’m being far more intentional about which MEDDICC lever each client conversation advances—especially in complex, multi-stakeholder agency environments. Not about running a framework perfectly. About applying it consistently enough that results compound. Curious—what MEDDPICC element has changed how you run deals? #MEDDPICC #AgencySales #EnterpriseSales #RevenueExecution #SalesDiscipline Thank you, Cision, Brandwatch & PR Newswire for investing in me. Special shout out to Gianna Jackson, Jamie LaJoie, Danielle Caruso, and Guy Abramo for belief in me, enhancing the culture, and guiding our north star strategy!

Severine Arneodo

🚀 Revenue Enablement & GTM Leader | Sales Tech Stack Strategist | Mountain-Loving, Purpose-Driven Leader Committed to Service & Impact

If you’re seeing an uptick in MEDDPICC posts lately from my Cision and PR Newswire colleagues, you’re not wrong 😊 So here goes... I'm adding to the list and also completed the MEDDPICC Masterclass & Leadership & Enablement program. This is much more than a certificate, and a moment in time. Consider me: 💪Ready to reinforce these habits and common language over time through our enablement programs to help our sellers and their clients in achieving success! 🌱Thankful to be part of an org that's invested in our personal and professional growth. Big thanks to Gianna Jackson🙌 for championing this, and to Andy Whyte and Pim Roelofsen at MEDDICC for the high-energy, engaging, no-fluff self-serve and live training.
If you’re seeing an uptick in MEDDPICC posts lately from my Cision and PR Newswire colleagues, you’re not wrong 😊 So here goes... I'm adding to the list and also completed the MEDDPICC Masterclass & Leadership & Enablement program. This is much more than a certificate, and a moment in time. Consider me: 💪Ready to reinforce these habits and common language over time through our enablement programs to help our sellers and their clients in achieving success! 🌱Thankful to be part of an org that's invested in our personal and professional growth. Big thanks to Gianna Jackson🙌 for championing this, and to Andy Whyte and Pim Roelofsen at MEDDICC for the high-energy, engaging, no-fluff self-serve and live training.

Kelly Hoover, MBA

Director, Inbound New Business

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! I’ll be honest - at first, I hesitated to get started. The time commitment felt real, and as leaders, time is always the tightest resource. But once I leaned into the material, I quickly realized this wasn’t just another certification - it’s a skill set that truly elevates how we qualify, progress, and win deals. Digging deep into MEDDPICC reinforced how powerful clarity, discipline, and consistency are for sales teams. I’m excited about how this framework will continue to shape the way we coach, forecast, and drive high-quality opportunities - not just this year, but long term. Grateful for the opportunity to invest in learning that directly benefits our teams and customers!
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! I’ll be honest - at first, I hesitated to get started. The time commitment felt real, and as leaders, time is always the tightest resource. But once I leaned into the material, I quickly realized this wasn’t just another certification - it’s a skill set that truly elevates how we qualify, progress, and win deals. Digging deep into MEDDPICC reinforced how powerful clarity, discipline, and consistency are for sales teams. I’m excited about how this framework will continue to shape the way we coach, forecast, and drive high-quality opportunities - not just this year, but long term. Grateful for the opportunity to invest in learning that directly benefits our teams and customers!

SN
Sydney Van Ness

Account Executive @ PR Newswire | Driving Sales Growth, Customer Success

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! I can't wait to use the tools I've learned to be a better partner to my customers, ensuring that we are both getting the most out of our conversations and time working together - AND that they are reaching their goals!
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! I can't wait to use the tools I've learned to be a better partner to my customers, ensuring that we are both getting the most out of our conversations and time working together - AND that they are reaching their goals!

Florian Scheithauer

Director of Customer Success | Rencore | M365 & AI Governance | CS Leader

Also in (revenue driven) Customer Success it's important to speak the same language as Sales to completely focus on the customer's success - MEDDPICC Masterclass by MEDDICC
Also in (revenue driven) Customer Success it's important to speak the same language as Sales to completely focus on the customer's success - MEDDPICC Masterclass by MEDDICC

Rae Moline Cavazos

Leading U.S. Growth & Strategic Partnerships | Championing Language Learning, Customer Success, and Scalable Impact

I’ve just earned my certification in the MEDDICC Value Pyramid Program!! This was a great reminder that real impact happens when we consistently connect what we offer to the outcomes leaders are already accountable for. I am grateful for the opportunity to sharpen how I think about value, influence, and alignment, and how language learning can be positioned as a strategic enabler, not just a benefit!
I’ve just earned my certification in the MEDDICC Value Pyramid Program!! This was a great reminder that real impact happens when we consistently connect what we offer to the outcomes leaders are already accountable for. I am grateful for the opportunity to sharpen how I think about value, influence, and alignment, and how language learning can be positioned as a strategic enabler, not just a benefit!

Berenice Sánchez

Business Developer

¡Me alegra contaros que he obtenido un nuevo certificado: MEDDPICC Masterclass de MEDDICC! What an enlightening, detail and very structured course this was, I enjoyed so much going through it and can't wait to put into practice all of this insights!
¡Me alegra contaros que he obtenido un nuevo certificado: MEDDPICC Masterclass de MEDDICC! What an enlightening, detail and very structured course this was, I enjoyed so much going through it and can't wait to put into practice all of this insights!

Vasumathi Sridharan

Customer Success Leader | Empowering Teams to Deliver Exceptional Value | Build Lasting Client Partnerships | FinOps Practitioner & OKR Certified | CSM Mentor & Advisor

Keeping my learning mindset ON! I had learnt and implemented the SPICeD methodology in one of my past work experiences, but I was always curious about other frameworks. Over the past week, I have obsessively been consuming MEDDICC course content, making notes and taking intensive tests! This was a great learning experience. I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC!
Keeping my learning mindset ON! I had learnt and implemented the SPICeD methodology in one of my past work experiences, but I was always curious about other frameworks. Over the past week, I have obsessively been consuming MEDDICC course content, making notes and taking intensive tests! This was a great learning experience. I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC!

David Jenkinson

Enabling Growth | Driving Profitability | Sales Management | Sales Leader of the year x 3 | MEDDICC MEDDPICC qualified

Thanks to Advania UK for putting me through this qualification, I have found it very beneficial and look forward to applying this to my day to day working life. I’m happy to share that I’ve obtained a new certification: David Jenkinson from MEDDICC!
Thanks to Advania UK for putting me through this qualification, I have found it very beneficial and look forward to applying this to my day to day working life. I’m happy to share that I’ve obtained a new certification: David Jenkinson from MEDDICC!

Ali Peacock

Strategic Account Lead | Empowering Brands with AI-Driven Social Listening, Social Media & Influencer Marketing Solutions | Turning Insights into Impact 🚀

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! I first completed MEDDPICC training 8 years ago at Olapic. It was brilliant back then, and revisiting it now has been a great way to update my skills. I’m excited to use it as a guiding principle moving forward, bringing clarity, discipline, and focus to every deal.
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! I first completed MEDDPICC training 8 years ago at Olapic. It was brilliant back then, and revisiting it now has been a great way to update my skills. I’m excited to use it as a guiding principle moving forward, bringing clarity, discipline, and focus to every deal.

MH
Michele Putman (She/Her)

Senior Insights Solutions Director at Cision

I’m happy to share that I’ve obtained a new certification from MEDDICC! Having done a lot of sales training over the years, it was pretty delve into this simple but effective training. Organization and transparency wins the day!
I’m happy to share that I’ve obtained a new certification from MEDDICC! Having done a lot of sales training over the years, it was pretty delve into this simple but effective training. Organization and transparency wins the day!

Adam M.

Account Director @ BlueOptima | SaaS Sales | Revenue Builder | Sales Leader #DeveloperProductivity #SoftwareEngineering #MEDDPIC

Just completed the Value Pyramid Program Course from MEDDICC! A sharp, practical course that reinforces how to anchor value to business outcomes, not features. Highly recommend for anyone operating in complex enterprise sales. Great course, Andy Whyte 👏
Just completed the Value Pyramid Program Course from MEDDICC! A sharp, practical course that reinforces how to anchor value to business outcomes, not features. Highly recommend for anyone operating in complex enterprise sales. Great course, Andy Whyte 👏

Céline Gravel

Enablement Consultant | French Teacher

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC!🎉 MEDDPICC is a data-driven framework for complex B2B sales, helping teams qualify opportunities, navigate multi-stakeholder deals, and strengthen competitive positioning. In Commercial Enablement, I’m looking forward to applying these insights to better support our sales teams and drive impact.
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC!🎉 MEDDPICC is a data-driven framework for complex B2B sales, helping teams qualify opportunities, navigate multi-stakeholder deals, and strengthen competitive positioning. In Commercial Enablement, I’m looking forward to applying these insights to better support our sales teams and drive impact.

Sacha Gönczy

Founder | Switzerland | SaaS | Account Executive | Head of Sales

For the first time in years, I recently had time to do something I had not done in a long while: I sat down and learned. In a scale-up environment, GTM execution becomes hectic very quickly. Speed of execution matters more than theory or frameworks. When closing customers is a matter of survival, you rely on instinct, experience, and judgment calls. And that approach works, up to a certain point. Over the past months, I took the time to look back at what we did right and what we did wrong. At the same time, I studied what the most successful hyper growth Enterprise sales teams have in common. One pattern stood out. The best orgs do not rely only on "the art of selling" (individual abilities, human relationships). They operate with a shared sales playbook, a common language, and a process that everyone follows. Frameworks vary, but in enterprise sales they almost always converge toward the same core: MEDDPICC. Last year, I had the chance to complete the MEDDICC certification and attended Andy Whyte's Masterclass. I complemented with books from John McMahon, Darius Lahoutifard and detailed analysis of past real deals. Here are my four most important takes: 1. Pain is everything From the first discovery call to a long term customer at risk of churn, pain remains the compass. If you cannot clearly articulate the business pain, quantify it with metrics, and show how your product uniquely addresses it, the floor you walk on will ALWAYS be shaky. 2. Slow down to go fast Spending more time on discovery and scoping feels counterintuitive, but it is the only way to win consistently. This is where decision criteria, stakeholders, and success definitions are shaped, often in ways that determine the outcome of the deal. 3. Control comes from listening, not pitching Because I was selling a highly innovative product, I developed a habit of pitching aggressively, and then handling all the objections thrown at me. MEDDPICC forced me to change this approach. Control comes from "oriented curiosity", from asking better questions, and from continuously gathering information at every stage of the process. 4. Qualification never ends MEDDPICC does not stop after discovery, and it does not stop once the deal is won. It functions as a continuous GPS that shows where you are, where you can and cannot go, and what still needs to happen to go there. - - Looking back, MEDDPICC gave clear names to things I had been doing instinctively for years, such as building champions, connecting with the economic buyer, and shaping decision criteria. Putting structure on those instincts and experience, though, changed how I operate. I reviewed my ten biggest wins and my ten biggest misses, and every single one mapped back to MEDDPICC, either through strong execution or through clear gaps. That is why frameworks matter: not because they replace experience, but because they sharpen it and take it to a whole other level. PS: AI makes me a bit shorter than I am 🤫
For the first time in years, I recently had time to do something I had not done in a long while: I sat down and learned. In a scale-up environment, GTM execution becomes hectic very quickly. Speed of execution matters more than theory or frameworks. When closing customers is a matter of survival, you rely on instinct, experience, and judgment calls. And that approach works, up to a certain point. Over the past months, I took the time to look back at what we did right and what we did wrong. At the same time, I studied what the most successful hyper growth Enterprise sales teams have in common. One pattern stood out. The best orgs do not rely only on "the art of selling" (individual abilities, human relationships). They operate with a shared sales playbook, a common language, and a process that everyone follows. Frameworks vary, but in enterprise sales they almost always converge toward the same core: MEDDPICC. Last year, I had the chance to complete the MEDDICC certification and attended Andy Whyte's Masterclass. I complemented with books from John McMahon, Darius Lahoutifard and detailed analysis of past real deals. Here are my four most important takes: 1. Pain is everything From the first discovery call to a long term customer at risk of churn, pain remains the compass. If you cannot clearly articulate the business pain, quantify it with metrics, and show how your product uniquely addresses it, the floor you walk on will ALWAYS be shaky. 2. Slow down to go fast Spending more time on discovery and scoping feels counterintuitive, but it is the only way to win consistently. This is where decision criteria, stakeholders, and success definitions are shaped, often in ways that determine the outcome of the deal. 3. Control comes from listening, not pitching Because I was selling a highly innovative product, I developed a habit of pitching aggressively, and then handling all the objections thrown at me. MEDDPICC forced me to change this approach. Control comes from "oriented curiosity", from asking better questions, and from continuously gathering information at every stage of the process. 4. Qualification never ends MEDDPICC does not stop after discovery, and it does not stop once the deal is won. It functions as a continuous GPS that shows where you are, where you can and cannot go, and what still needs to happen to go there. - - Looking back, MEDDPICC gave clear names to things I had been doing instinctively for years, such as building champions, connecting with the economic buyer, and shaping decision criteria. Putting structure on those instincts and experience, though, changed how I operate. I reviewed my ten biggest wins and my ten biggest misses, and every single one mapped back to MEDDPICC, either through strong execution or through clear gaps. That is why frameworks matter: not because they replace experience, but because they sharpen it and take it to a whole other level. PS: AI makes me a bit shorter than I am 🤫

Rodrigo Lima

Self Motivated | Sales Leader & Coach | Canada & LATAM

I recommend this certification program to anyone in sales looking to improve their skills! Got my new certification: MEDDPICC Leadership and Enablement Program from MEDDICC!
I recommend this certification program to anyone in sales looking to improve their skills! Got my new certification: MEDDPICC Leadership and Enablement Program from MEDDICC!

Hunter Killion

Transforming how enterprises manage IT — from reactive support to proactive, automated endpoint management.

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Grateful to work for an organization like TeamViewer that invests in it's people! Great momentum builder for 2026. Excited to share my learnings in Germany at SKO 2026!
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Grateful to work for an organization like TeamViewer that invests in it's people! Great momentum builder for 2026. Excited to share my learnings in Germany at SKO 2026!

Mike Blackburn

CRO at Microlise | Enterprise, Mid Market and SME SaaS GTM & Value Creation | Selective Advisory | NED (Growth, RevOps, M&A Integration)

🚀 This time next week, our GTM team will come together for our FY26 GTM Kick Off. I can’t wait to have colleagues in one place from across the globe for a day focused on outcomes, ownership, and delivering measurable value for customers. It’s been 12 months since we introduced MEDDICC, and we’ve evolved as a team with MEDDPICC as our common language helping us clearly define and prove the value we deliver. ⚙️ Now it’s time to take it up another gear. More to come after Kick Off, but FY26 is where we scale what’s working with more pace, more consistency, and more Customer Value Delivered. #Microlise #FY26 #GTM #CustomerValueDelivered #MEDDICC
🚀 This time next week, our GTM team will come together for our FY26 GTM Kick Off. I can’t wait to have colleagues in one place from across the globe for a day focused on outcomes, ownership, and delivering measurable value for customers. It’s been 12 months since we introduced MEDDICC, and we’ve evolved as a team with MEDDPICC as our common language helping us clearly define and prove the value we deliver. ⚙️ Now it’s time to take it up another gear. More to come after Kick Off, but FY26 is where we scale what’s working with more pace, more consistency, and more Customer Value Delivered. #Microlise #FY26 #GTM #CustomerValueDelivered #MEDDICC

Greg Gyves

Director, Global MSP & GSI

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Great content from Andy Whyte and really good to brush up on the basics.
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Great content from Andy Whyte and really good to brush up on the basics.

Emma Bonnetain

Leading Customer-Centric Innovation & Growth at Sprinklr 🚀 MEDDPICC Certified

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! ✅ What I appreciated most about this framework is how much it improves the buying experience for customers. A few takeaways I’ll be applying with clients: 🔹 Clear metrics create alignment – shared success measures help teams focus on what really matters. 🔹 The right stakeholders are involved earlier – reducing last-minute surprises and stalled decisions. 🔹 Decision criteria are clarified upfront – making choices easier, faster, and more objective. 🔹 Processes are anticipated, not rushed – procurement, legal, and security are planned early to avoid friction. Ultimately, it’s about helping clients make better, more confident decisions, with fewer surprises and more predictable outcomes. #CustomerFirst #MEDDPICC #DecisionMaking #ValueDriven
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! ✅ What I appreciated most about this framework is how much it improves the buying experience for customers. A few takeaways I’ll be applying with clients: 🔹 Clear metrics create alignment – shared success measures help teams focus on what really matters. 🔹 The right stakeholders are involved earlier – reducing last-minute surprises and stalled decisions. 🔹 Decision criteria are clarified upfront – making choices easier, faster, and more objective. 🔹 Processes are anticipated, not rushed – procurement, legal, and security are planned early to avoid friction. Ultimately, it’s about helping clients make better, more confident decisions, with fewer surprises and more predictable outcomes. #CustomerFirst #MEDDPICC #DecisionMaking #ValueDriven

Onur Sariyildiz

Account Executive at Salesforce | Enterprise Sales | MEDDPICC Certified

I’m excited to share that I’ve officially completed my MEDDPICC certification from MEDDICC!! 🎓 In enterprise sales, "hoping" a deal closes isn't a strategy. This framework has sharpened my ability to: > Identify true Metrics that drive business ROI. > Navigate the Paper Process to avoid end-of-quarter surprises. > Build stronger alignment with Champions and Economic Buyers. Looking forward to applying these rigorous standards to help my customers achieve better outcomes and drive more predictable growth. #MEDDPICC #EnterpriseSales #SalesEnablement #ProfessionalDevelopment
I’m excited to share that I’ve officially completed my MEDDPICC certification from MEDDICC!! 🎓 In enterprise sales, "hoping" a deal closes isn't a strategy. This framework has sharpened my ability to: > Identify true Metrics that drive business ROI. > Navigate the Paper Process to avoid end-of-quarter surprises. > Build stronger alignment with Champions and Economic Buyers. Looking forward to applying these rigorous standards to help my customers achieve better outcomes and drive more predictable growth. #MEDDPICC #EnterpriseSales #SalesEnablement #ProfessionalDevelopment

Ahmed Rashid

Senior BDR | Risk, Insurance and Safety Solutions at Origami Risk

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Looking forward to using this framework to guide prospects through a consultative, value-driven approach.
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Looking forward to using this framework to guide prospects through a consultative, value-driven approach.

Linda Kullas

Senior Demand Generation Manager at Tuxera

Excited to share that I’ve fully completed my MEDDPICC Masterclass certification from MEDDICC 🏅 One of my biggest takeaways: great go-to-market teams don’t just generate leads, they build momentum throughout the whole buyer's journey. Looking forward to applying these new insights to messaging, campaign strategy, and demand generation, and ultimately help drive stronger pipeline quality. 🚀 #MEDDICC #DemandGeneration #SalesAlignment #GoToMarket #B2BMarketing
Excited to share that I’ve fully completed my MEDDPICC Masterclass certification from MEDDICC 🏅 One of my biggest takeaways: great go-to-market teams don’t just generate leads, they build momentum throughout the whole buyer's journey. Looking forward to applying these new insights to messaging, campaign strategy, and demand generation, and ultimately help drive stronger pipeline quality. 🚀 #MEDDICC #DemandGeneration #SalesAlignment #GoToMarket #B2BMarketing

Christian Alberti

Partner Sales Manager - Cloud and Technology Partners | Executive MBA | Ex-Amazon Web Services

Bridging the gap between MEDDICC and Ecosystem Sales. 🚀 Starting the New Year with a focus on growth and skill-building! I’m happy to share that I’ve earned my certification in the MEDDICC PARTNER PROGRAM. For a long time, I’ve been looking for a course that effectively applies a value-focused MEDDICC methodology specifically to working with partners. This course finally delivered that. A big thank you to Andy Whyte and the team of MEDDICC! Two key takeaways that stood out to me: 1. The "Sell-to" vs. "Sell-with" Dynamic: Without spoiling too much, the framework for aligning with partners before co-selling is a game-changer. 2. Cloud Marketplaces: A deep dive into how modern marketplaces are reshaping the channel strategy. If you are in Alliances or Partnerships, I highly recommend checking this out. Sid Vajpayee Ben Fleming Diana Balbuena Mads Bjelkerud Joseph Houghton Toby Noble #MEDDICC #Partnerships #ChannelSales #CloudMarketplaces #AlwaysLearning #SalesEnablement #Zscaler
Bridging the gap between MEDDICC and Ecosystem Sales. 🚀 Starting the New Year with a focus on growth and skill-building! I’m happy to share that I’ve earned my certification in the MEDDICC PARTNER PROGRAM. For a long time, I’ve been looking for a course that effectively applies a value-focused MEDDICC methodology specifically to working with partners. This course finally delivered that. A big thank you to Andy Whyte and the team of MEDDICC! Two key takeaways that stood out to me: 1. The "Sell-to" vs. "Sell-with" Dynamic: Without spoiling too much, the framework for aligning with partners before co-selling is a game-changer. 2. Cloud Marketplaces: A deep dive into how modern marketplaces are reshaping the channel strategy. If you are in Alliances or Partnerships, I highly recommend checking this out. Sid Vajpayee Ben Fleming Diana Balbuena Mads Bjelkerud Joseph Houghton Toby Noble #MEDDICC #Partnerships #ChannelSales #CloudMarketplaces #AlwaysLearning #SalesEnablement #Zscaler

Roberta Wright

Senior Account Executive @ Modulr

New year, new certification! I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Looking forward to putting it into practice at Modulr as we continue to solve #payments challenges in 2025:)
New year, new certification! I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Looking forward to putting it into practice at Modulr as we continue to solve #payments challenges in 2025:)

Sam Jeremiah

Head of Sales - UK&I @ Datatonic

First working day of 2026 where, as a sales leader, everything resets to zero! 🫢 Reflecting on the growth of the UKI sales team here at Datatonic it's clear that our focus on MEDDICC has made us a force since we brought it in mid way through 2023 Some of the key activities that are a regular occurrence in the sales team at Datatonic are: - MEDDPICC as a common language in everything we do - M1's / 2's & 3's front & centre when telling our stories and addressing pains - Objection handling practiced every week - Deal clinics to promote collaboration as a team 2025 saw us achieve our 2nd full year of hyper growth in the UK team (78% growth), increase our average deal-size by 45% and marginally reduce our avg sales cycle. You cannot create more time in the year so every effort has to be efficient in order to hit results and frankly not run out of time! A big thanks to anyone external who has helped guide us directly or indirectly 🥊Caroline Woussen-Franczia🍿 / Andy Whyte / Pim Roelofsen / Lisa Branco The UKI sales team here at Datatonic have more than risen to that challenge.
First working day of 2026 where, as a sales leader, everything resets to zero! 🫢 Reflecting on the growth of the UKI sales team here at Datatonic it's clear that our focus on MEDDICC has made us a force since we brought it in mid way through 2023 Some of the key activities that are a regular occurrence in the sales team at Datatonic are: - MEDDPICC as a common language in everything we do - M1's / 2's & 3's front & centre when telling our stories and addressing pains - Objection handling practiced every week - Deal clinics to promote collaboration as a team 2025 saw us achieve our 2nd full year of hyper growth in the UK team (78% growth), increase our average deal-size by 45% and marginally reduce our avg sales cycle. You cannot create more time in the year so every effort has to be efficient in order to hit results and frankly not run out of time! A big thanks to anyone external who has helped guide us directly or indirectly 🥊Caroline Woussen-Franczia🍿 / Andy Whyte / Pim Roelofsen / Lisa Branco The UKI sales team here at Datatonic have more than risen to that challenge.

Stefano Luconi

Driving digital transformation by leveraging the power of Open Source technology - Territory Manager@Suse

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Thank you SUSE for this amazing opportunity!! #Learning #MEDDPIC #Sales #SUSE
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Thank you SUSE for this amazing opportunity!! #Learning #MEDDPIC #Sales #SUSE

Gilles Maurice Starmanns

AE @ Agriplace | Compliance but simple | Sustainability enthusiast

Using the "slow" days to level up my theory - happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC!
Using the "slow" days to level up my theory - happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC!

Perry Williams

Risk Management and CORE Solutions @ Origami Risk

I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Thankful for Origami Risk for investing in our team! Looking forward to a successful 2026!
I’m happy to share that I’ve obtained a new certification: MEDDPICC Masterclass from MEDDICC! Thankful for Origami Risk for investing in our team! Looking forward to a successful 2026!

Stephan Reuter

Senior Sales Director at IFS

The bible for complex enterprise deal qualification. And great to have it all in one place!

Basil Shehadeh

Regional Account Manager

I like the program a lot, there is a lot of important infromation I learned from this course. I wished if I had it before, it will helped me to act in different way in my sales activities and in my personal life. Thanks for MEDDICC team for this course.
I like the program a lot, there is a lot of important infromation I learned from this course. I wished if I had it before, it will helped me to act in different way in my sales activities and in my personal life. Thanks for MEDDICC team for this course.

Antonio Razzano

Training and Development Specialist @ TeamViewer | Enhancing Learning and Development in Sales & SaaS

In the fast-paced world of technology, staying sharp isn’t optional—it’s essential. This certification of MEDDICC isn’t just a badge; it’s a reminder of the power of self-learning, curiosity, and the drive to keep growing. From my early days in sales (almost a decade ago-already) to now working in Training & Development, I’ve seen firsthand how continuous learning transforms not just careers, but confidence and impact. Every course, every module, every customer, every training session helps me better support others and sharpen my own skills. Whether you're just starting out or deep into your career, investing in yourself is always worth it. #ProfessionalGrowth #SelfLearning #MEDDPICC
In the fast-paced world of technology, staying sharp isn’t optional—it’s essential. This certification of MEDDICC isn’t just a badge; it’s a reminder of the power of self-learning, curiosity, and the drive to keep growing. From my early days in sales (almost a decade ago-already) to now working in Training & Development, I’ve seen firsthand how continuous learning transforms not just careers, but confidence and impact. Every course, every module, every customer, every training session helps me better support others and sharpen my own skills. Whether you're just starting out or deep into your career, investing in yourself is always worth it. #ProfessionalGrowth #SelfLearning #MEDDPICC

David Blahuta

Major Account Manager at F5

This was a very good training that allowed me to revisit some old habits, think about the sale differently and learn a lot of new techniques.
This was a very good training that allowed me to revisit some old habits, think about the sale differently and learn a lot of new techniques.

Veronica Targiano Sanchez

SP Solutions Engineer at F5

Amazing!! the explanation is so awesome!

Amir Rawdat

Solutions Architect at F5

Definitely speed charge the sales process and helping us become the best sales version of ourselves. Sales is a craft/skill and it takes practice just like anything else
Definitely speed charge the sales process and helping us become the best sales version of ourselves. Sales is a craft/skill and it takes practice just like anything else

Lauren Snape

Product Marketing Executive at Microlise

Sits in the sweet spot between easy to understand and easy to implement to suit your own style - even if you're supporting sales rather than doing that role yourself. 10/10 can recommend for fellow product marketers.
Sits in the sweet spot between easy to understand and easy to implement to suit your own style - even if you're supporting sales rather than doing that role yourself. 10/10 can recommend for fellow product marketers.

John Reiners

Key Account Manager @ C.H. Robinson | Supply Chain Transformation Expert

🚨 Just completed the MEDDPICC Masterclass Certification and it’s already sharpening my game. In an industry where enterprise buying cycles are complex and competitive, this framework brings clarity, consistency, and control. Here are 3 key takeaways I’m immediately putting into practice: ✅ Champion Mapping is Non-Negotiable Don’t just hope you have a champion, test and develop them. If they can’t sell internally when you’re not in the room, you haven’t earned true influence. ✅ Decision Criteria tied to Impact Great sellers align solutions to business outcomes, not checklists. Dig deeper into what success actually looks like for the customer. ✅ Metrics Matter Quantifiable value wins deals. I’m now leading with customer-specific impact: think cost reduction, revenue growth, and risk mitigation backed by data. Big thanks to the team at MEDDICC for building a world-class curriculum. This isn’t just a methodology, it’s a mindset shift. #MEDDPICC #SalesExcellence #SalesStrategy #AlwaysBeLearning #SalesLeadership Jake Jeffries
🚨 Just completed the MEDDPICC Masterclass Certification and it’s already sharpening my game. In an industry where enterprise buying cycles are complex and competitive, this framework brings clarity, consistency, and control. Here are 3 key takeaways I’m immediately putting into practice: ✅ Champion Mapping is Non-Negotiable Don’t just hope you have a champion, test and develop them. If they can’t sell internally when you’re not in the room, you haven’t earned true influence. ✅ Decision Criteria tied to Impact Great sellers align solutions to business outcomes, not checklists. Dig deeper into what success actually looks like for the customer. ✅ Metrics Matter Quantifiable value wins deals. I’m now leading with customer-specific impact: think cost reduction, revenue growth, and risk mitigation backed by data. Big thanks to the team at MEDDICC for building a world-class curriculum. This isn’t just a methodology, it’s a mindset shift. #MEDDPICC #SalesExcellence #SalesStrategy #AlwaysBeLearning #SalesLeadership Jake Jeffries

Frank Bucolo

Country General Manager at Slimstock

Loved the training session. The leadership course provided great insight into the ways MEDDICC can help me lead and collaborate with the sales team
Loved the training session. The leadership course provided great insight into the ways MEDDICC can help me lead and collaborate with the sales team

Bernd Niedermeier

Head of Automotive Business Development at Tuxera

this should be THE foundation to understand before one considers additional frameworks and processes that establish themselves in Target Account Selling, Solution Selling, Focus Selling, Sandler etc. - It simply makes sense and is already complex enough for NON Sales people within the organization. Product Management and Product Marketing, Marketing, even Engineering should have some insight to understand the bigger picture so that future habits establish that are going to serve M1's and M2's from all the activities ongoing.
this should be THE foundation to understand before one considers additional frameworks and processes that establish themselves in Target Account Selling, Solution Selling, Focus Selling, Sandler etc. - It simply makes sense and is already complex enough for NON Sales people within the organization. Product Management and Product Marketing, Marketing, even Engineering should have some insight to understand the bigger picture so that future habits establish that are going to serve M1's and M2's from all the activities ongoing.

Mike Blackburn

Chief Revenue Officer at Microlise

Another fantastic programme from the team at MEDDICC. This phase is a game-changer – extending MEDDPICC into Customer Success and Service Delivery to embed a consistent understanding of value across our entire GTM organisation. It’s rare to find a framework that aligns so well across functions while driving real outcomes. Highly recommended for any team serious about scalable, customer-first growth. #MEDDPICC #CustomerSuccess #GTMExcellence #ValueSelling
Another fantastic programme from the team at MEDDICC. This phase is a game-changer – extending MEDDPICC into Customer Success and Service Delivery to embed a consistent understanding of value across our entire GTM organisation. It’s rare to find a framework that aligns so well across functions while driving real outcomes. Highly recommended for any team serious about scalable, customer-first growth. #MEDDPICC #CustomerSuccess #GTMExcellence #ValueSelling

Maurizio Milazzo

Sales Director South Europe at TXOne

😃 I am really happy about this experience, excellent to support Professional Selling improvement of My South Europe Team. 🚀 I am sure Team Members will love to have a common language and a powerful tool for Forecast Accuracy, providing always Value to our Customers!!
😃 I am really happy about this experience, excellent to support Professional Selling improvement of My South Europe Team. 🚀 I am sure Team Members will love to have a common language and a powerful tool for Forecast Accuracy, providing always Value to our Customers!!

Paul Glynn

Senior Enterprise Account Executive

Excellent content delivered in a relatable, memorable and highly credible way - would absolutely recommend.

Jose Gutierrez

Client Executive at Xentegra

I've been in sales for over a decade, I wish I had taken this course much earlier. While I've had some great training, solid wins and a great career thus far, this would have kicked it up a few notches. I'm looking forward to applying this to my current and future business. The MEDDICC Team has also been extremely supportive, showing they practice what they teach.
I've been in sales for over a decade, I wish I had taken this course much earlier. While I've had some great training, solid wins and a great career thus far, this would have kicked it up a few notches. I'm looking forward to applying this to my current and future business. The MEDDICC Team has also been extremely supportive, showing they practice what they teach.

Daryl Spreiter

Talent Development Leader

This is a well constructed course with a fantastic library of resources to help take action and apply what you learn on the job. Andy is an encyclopedia of ideas, tactics, stories and lessons learned that add so much color and insight to the lessons. I highly recommend.
This is a well constructed course with a fantastic library of resources to help take action and apply what you learn on the job. Andy is an encyclopedia of ideas, tactics, stories and lessons learned that add so much color and insight to the lessons. I highly recommend.

Sidney Scarborough

Lead Trainer at TCP Software

Great course and valuable insights that are easy to digest and simple to remember.

Constantin Dard

Account Executive at Teamtailor

Very useful!

Casey Schaffer

Account Executive MRI Software

It was very informative

Rob van den Bos Hiemstra

Key Account Manager Sustainability @ AVEVA Select Benelux

The best way to become close to the customer.

Nela Prifti

Enterprise Account Executive at Cority

Incredible

I am speechless cause it was truly so insightful and left me with no words that can truly describe this course. It's a SALES MUST HAVE.

I am speechless cause it was truly so insightful and left me with no words that can truly describe this course. It's a SALES MUST HAVE.

Ian Kirkwood

Director of New Business Sales at Microlise

A lot of work but you can definitely teach an old dog new tricks. Thank you

Tjeerd Hendel-Blackford

Vice President of Sales

Very comprehensive and delivered in a clear and engaging manner.

Ross Wilson

Microlise

Best sales training I have ever done

Makes so much sense, data driven and treats you like an established sales person trusting you to use your intuition

Makes so much sense, data driven and treats you like an established sales person trusting you to use your intuition

HT
Heather Tommasi

Taking the MEDDPICC Masterclass was a turning point in my approach to enterprise sales.

The framework itself is powerful, but this course broke it down in a way that was both practical and immediately applicable. The training provided me with a structured way to qualify deals more effectively, identify gaps early, and drive more predictable outcomes. Understanding the nuances of Metrics, Economic Buyer, Decision Criteria, and Process gave me a new level of confidence in navigating complex sales cycles. One of the biggest takeaways for me was how to leverage Champion and Pain points more strategically. The course reinforced that having a Champion isn't just a box to check—it’s about truly aligning with someone who has influence and urgency to drive change. Since implementing what I learned, I’ve seen a noticeable improvement in deal velocity and win rates. It’s helped me ask better questions, handle objections more effectively, and ensure alignment across multiple stakeholders. If you're in enterprise sales, especially in SaaS or complex B2B deals, this class is a must. It gives you the tools to not only qualify deals more rigorously but also to execute them with precision. Highly recommend!

The framework itself is powerful, but this course broke it down in a way that was both practical and immediately applicable. The training provided me with a structured way to qualify deals more effectively, identify gaps early, and drive more predictable outcomes. Understanding the nuances of Metrics, Economic Buyer, Decision Criteria, and Process gave me a new level of confidence in navigating complex sales cycles. One of the biggest takeaways for me was how to leverage Champion and Pain points more strategically. The course reinforced that having a Champion isn't just a box to check—it’s about truly aligning with someone who has influence and urgency to drive change. Since implementing what I learned, I’ve seen a noticeable improvement in deal velocity and win rates. It’s helped me ask better questions, handle objections more effectively, and ensure alignment across multiple stakeholders. If you're in enterprise sales, especially in SaaS or complex B2B deals, this class is a must. It gives you the tools to not only qualify deals more rigorously but also to execute them with precision. Highly recommend!

Tracey Slade

Senior Sales Manager

Fantastic new way of approaching each potential new customer

Prepared and clear process to run through to ensure each stage is covered

Todd Jamalkowski

Sr Account Executive & Business Development | Cloud Solutions

Loved it

Great delivery by Andy and really drives home the importance of critical areas of the sales process which can make or break deals!

Great delivery by Andy and really drives home the importance of critical areas of the sales process which can make or break deals!

MS
Maike Schöning

After all the Sales Programs I had so far in my career, this was the best

Especially as it is not like "do this that way..." but delivering a holistic framework to become the best version of yourself - authentic and highly motivated to become better every day

Especially as it is not like "do this that way..." but delivering a holistic framework to become the best version of yourself - authentic and highly motivated to become better every day

Stephen Coetzee

Sales Manager - Clinical Solutions - Elsevier - Southern Africa

Fantastic Program

AT
Alfonso Macias Torres

Regional Sales Manager en Elsevier

WONDERFUL!!!

Patrick Magee

Channel Account Manager

Super engaging and interesting content

I have done many different RP courses but this is by far the best.

Shanoc Halliday

Senior Enterprise Customer Success Manager | APAC

Very informative, entertaining

A lot to digest but then again how could you really condense it? And the storytelling, although it made the entire duration longer helped lock in the concepts to recall again during a sale.

A lot to digest but then again how could you really condense it? And the storytelling, although it made the entire duration longer helped lock in the concepts to recall again during a sale.

Neill Clingan

Senior Director, Pre-Sales & Professional Services

Great class

Really enjoyed the approach taken by Andy and thought the LMS was excellent. Well done MEDDICC !

Really enjoyed the approach taken by Andy and thought the LMS was excellent. Well done MEDDICC !

Johnny Ngo

Director, Business Development & Channel APAC

Very relevant and good context as a sales framework

Gerald Grealy

Bid Manager

Very nice sales framework, easy to navigate and understand.

CM
Charu Mehra
The MEDDPICC course is well-structured and provides valuable insights into applying the MEDDPICC framework in sales.

It successfully covers key elements such as engaging the economic buyer and identifying pain points. However, there is room for improvement in areas like competitive analysis and providing more interactive exercises to solidify learning. Overall, it is a strong course that can greatly enhance sales effectiveness when the principles are applied consistently.
The MEDDPICC course is well-structured and provides valuable insights into applying the MEDDPICC framework in sales.

It successfully covers key elements such as engaging the economic buyer and identifying pain points. However, there is room for improvement in areas like competitive analysis and providing more interactive exercises to solidify learning. Overall, it is a strong course that can greatly enhance sales effectiveness when the principles are applied consistently.

Peter Clitheroe

VP of Sales at Tyk

A thorough assessment on how to achieve mastery within b2b sales environments

Stefi Pirvu

Head of Revenue Enablement at Intigriti

The MEDDIC course is a game-changer for anyone in sales. It breaks down the sales qualification process in a super clear and practical way, making it easy to apply in real-world scenarios. The content is well-structured, with great insights on things like identifying the right decision-makers, understanding buying criteria, and building strong champions. Definitely worth it!
The MEDDIC course is a game-changer for anyone in sales. It breaks down the sales qualification process in a super clear and practical way, making it easy to apply in real-world scenarios. The content is well-structured, with great insights on things like identifying the right decision-makers, understanding buying criteria, and building strong champions. Definitely worth it!

Melinda Fitzgibbon

Elsevier

Great online experience - Andy was very engaging across the content.

Patrick Martin

Trend Micro

Great content with examples.

Sanjay Rokhade

Netwitness

The must for any sales professional...!

Johnny Ngo

Maxar

Very relevant and good context as a sales framework

Tjeerd Hendel-Blackford

Cority

Very comprehensive and delivered in a clear and engaging manner.

Jimmy Valette

Sales Account Executive

Great Class

Inspiring and applicable really quickly
Great Class

Inspiring and applicable really quickly

MF
Marc Fessler
I've been through a number of different sales training programs (SPIN, Challenger) and MEDDPICC is the best

Tying everything together. It's a perfect compliment to The Challenger Sale. And the class is a fantastic presentation of the material.
I've been through a number of different sales training programs (SPIN, Challenger) and MEDDPICC is the best

Tying everything together. It's a perfect compliment to The Challenger Sale. And the class is a fantastic presentation of the material.

Kat Volchkova

Account Executive

Great course

I learnt a lot!

CA
Ciarán Alstowe

Head of Sales at Cuttable

Excellent

Really well structured course, recommend to any sales person.
Excellent

Really well structured course, recommend to any sales person.

Bart Crowther

Director of Sales APAC

You can teach an old dog new tricks

A masterful coverage of content and delivery - areas that I new inside and back to front and also areas that were super inciteful and will help immensely with my team.
You can teach an old dog new tricks

A masterful coverage of content and delivery - areas that I new inside and back to front and also areas that were super inciteful and will help immensely with my team.

BK
Bill Kuypers

Avetta

Learn all about MEDDPICC

An essential class for any and all true professional sales persons
Learn all about MEDDPICC

An essential class for any and all true professional sales persons