MEDDIC: B2B sales qualification, psychology & AI

Intermédiaire

Master MEDDIC — the B2B sales qualification methodology born at PTC in the 1990s — to stop wasting time on dead deals. Decode Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion (+ Paper Process & Competition for MEDDPICC) through the lens of buying-committee psychology, and industrialize opportunity scoring with AI to forecast your pipeline with surgical precision.

Competency domains

Vente & NégociationCommunication CommercialeIntelligence ArtificielleBusiness & Entrepreneuriat

Skills acquired

Course chapters

1MEDDIC : la méthodologie qui sauve les commerciaux du « no decision »2Fondements psychologiques : pourquoi un comité d'achat B2B prend (ou ne prend pas) une décision ?Quiz : Fondamentaux MEDDIC

Quiz

4Application terrain : construire une fiche MEDDIC et un score d'opportunité 5IA & MEDDIC : industrialiser l'extraction des signaux 6Business & forecasting : transformer MEDDIC en prévision de chiffre

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