MEDDPICC MASTERY
Own Your Pipeline. Eliminate Stalled Deals, Navigate Roadblocks, and Get Contracts Signed Faster.
MASTER THE ART OF DEAL MANAGEMENT
Navigate Complex Deals from Qualifying to Close
In professional sales, your time is your most valuable asset. Profit and targets are won or lost based on how well you qualify and manage your opportunities. When you come armed with a clear system, you avoid wasting energy on “maybes” and focus on the deals that are likely to close.
The reality is that modern selling, especially in Tech, SaaS, and Telecom, is harder than ever. There are more bosses to talk to and more rules to follow. If you don’t have a roadmap to follow, you are just hoping for the best.
It’s essential for sales pros and leaders to learn how to navigate the buyer’s internal world. By using a proven framework, you gain the transparency needed to spot “red flags” early, find your real supporters inside a company, and clear the path to a signed contract.
Our in-depth MEDDPICC Mastery course equips you with the skills to: effectively qualify leads, understand what is actually important to the buyer, how to find the real decision-maker, and how to stay in control of the deal from the first call to the final signature.
Spot the "Real" Deals
Learn how to quickly qualify the prospects you can actually win, and ruthlessly disqualify the ones that will just waste your time.
Find Your True Champions
Discover how to navigate complex buying committees and build an internal champion who will actively sell for you when you aren’t in the room.
The MEDDPICC Scorecard
You’ll learn how to use our MEDDPICC Scorecard to audit your active opportunities, spot red flags early, and forecast your pipeline with total confidence.
End-to-End Deal Control
No more end-of-quarter surprises. Learn how to guide your deals past tricky legal and procurement hurdles so those verbal “yeses” actually turn into signed contracts.
Sell Value, Not Discounts
Learn how to stick to your guns and prove that the “cost of doing nothing” is more expensive than your solution.
MEET YOUR INSTRUCTOR
Tom Abbott is the Co-Founder and CEO of SOCO Sales Training and has spent over 25 years helping B2B sales teams move away from “hope-based” selling.
He empowers sales professionals to work with more consistency and control.
Tom is an authority on lead qualification and deal management and has helped thousands of reps worldwide replace guesswork with data-driven frameworks through his training and his 2 published books on sales.
He believes that sales is a skill that can be mastered by anyone with the right plan, which is why he is committed to helping you gain the tools you need to hit your targets.
TOM ABBOTT
WHAT IS 'LEAD QUALIFICATION'?
Lead qualification is the process of assessing potential customers to determine their likelihood of buying. This allows sales reps to determine if they’re selling to the right person and to focus their efforts on prospects with the highest potential to buy.
Different lead qualification methodologies exist, like BANT, MEDDIC and MEDDPICC.
WHAT IS 'deal management'?
While lead qualification determines if an opportunity is worth pursuing, Deal Management is optimizing the steps required to go from new lead to signed contract.
It is the continuous process of auditing an active opportunity to identify information gaps, neutralize competitive threats, and align a prospect’s internal procurement milestones with a firm closing date.
In a modern sales environment, deal management moves beyond “gut feelings” by using a rigorous framework to ensure every stakeholder is engaged and every technical or legal hurdle is cleared.
Ultimately, it transforms a volatile, unpredictable sales cycle into a structured and repeatable science.
SHOULD I CHOOSE
MEDDIC, BANT or THE MEDDPICC FRAMEWORK?
Our MEDDPICC Mastery course goes beyond purely qualifying (BANT), to managing the whole sales process – so reps sell only to decision makers and fill the gaps that derail deals.
By using the MEDDPICC framework, you’ll take the guesswork out of the sales processes. Instead of “feeling” like a opportunity is good, you’ll know for sure.
- Win more often: You’ll focus your energy on the deals that are actually winnable, rather than chasing every lead that comes your way.
- No more end-of-quarter surprises: Instead of having a ‘good feeling’ about an opportunity, sales professionals will actually know if and when they’ll close.
- Improved Forecasting: You’ll learn how to score your opportunities which creates accurate forecasts.
- Get higher deal values: Stick to your price without giving discounts by showing clients the “cost of doing nothing.” They’ll see your price as a way to save money rather than just another bill to pay.
TRUSTED BY LARGE GLOBAL COMPANIES
AWARD WINNING E-LEARNING PLATFORM
EXCLUSIVE RESOURCES + BONUSES!
OUR MEDDPICC MASTERY COURSE COVERS
- Qualifying new leads
- Reaching the person who signs off on deals
- Learning the rules of how buyers choose a winner
- Identifying gaps in deals and how to fill them
- Getting your contracts signed faster
- Finding problems that need solving now
- Finding a Champion who sells for you
- Beating the competition without dropping your price
WHAT DOES THE MEDDPICC MASTERY COURSE INCLUDE?
- 12 Months Access to Online Course
- 10 On Demand Video Lessons
- 19 Downloadable Handouts, Exercises, and an Opportunity Scorecard
- Certificate of Completion
- Access to 6 Bonus Full Length Sales Training Videos
BONUS ACCESS #1
LIBRARY OF BOOKS & BOOKLETS
Get exclusive access to over 15+ booklets and cheatsheets as well as our 2 full length books on sales.
- The SOHO Solution
- Social Selling
- Qualifying Cheat Sheet
- Competitor Analysis Worksheet
- Social Selling Strategies
- How to Get The Highest ROI from Training
- 35 Interview Questions
- Objection Handler Blueprint
- Sales Roadmap Generator
- Linkedin Outbound Guide
- Omnichannel Prospecting Pack
- How to Run a Great Sales Team Meeting
- Sales KPIs Every Sales Leader Needs to Track
- Negotiation Planner
- Key Account Planning Template
- Ultimate Guide to Closing Deals
- Coaching Catalyst Guide
- Customer Service Skills Guide
BONUS ACCESS #2
EXCLUSIVE WEBINARS & ADVICE FROM EXPERTS
Access in one easy place all of our past and upcoming webinars on sales topics and interviews with experts.Â
Start Shortening Your Sales Cycle & Prevent Stalled Deals
Sign up now to go beyond MEDDIC & BANT and take the guesswork out of your pipeline.
MEDDPICC Mastery for Individuals
$299
Start learning how to implement the MEDDPICC framework
- 1 User
- 12 months access
- MEDDPICC Mastery Course
- 19 Downloadable Handouts, Exercises & Scorecard
- 6 Bonus Training Videos
- Certificate Upon Completion
Prices in USD
5 Course
Bundle
$599
Go beyond qualifying. Everything you need to take your sales skills to the next level
- 1 User
- 12 months access
- MEDDPICC Mastery Course
- Sales Grit Course
- Standing Apart Course
- SOCO Selling Course
- Network Multiplier Course
Prices in USD
MEDDPICC Mastery for Teams
$899
Train your whole team on the MEDDPICC framework
- Acounts for Up To 10 Users
- 12 months access
- MEDDPICC Mastery Course
- Easy onboarding of new team members
- 1 Team Leader Account to Monitor Progress
Prices in USD
JOIN NOW FOR $299
Why Learn the MEDDPICC Mastery with SOCO Academy?
SOCO have spent over 25 years helping B2B sales teams ditch "hope-based" selling.
By taking this course with us, you are getting a modernized, battle-tested version of MEDDPICC that gives you a highly effective roadmap for managing complex deals.
Who Should Take the MEDDPICC Mastery Course?
This course is built specifically for B2B sales reps, account executives, and sales leaders, especially those in Tech, SaaS, or Telecom.
If you regularly manage complex deals with long sales cycles, strict procurement rules, and multiple decision-makers, this course will give you the exact framework you need to take total control of your pipeline.
Will I Receive a Certificate in MEDDPICC Mastery?
Yes!
All learners receive a course completion certificate to demonstrate that they have mastered the MEDDPICC framework. Plus, you won't just walk away with a certificate, you'll also get lifetime access to our exclusive MEDDPICC Opportunity Scorecard and templates so you can start applying what you learned on your very next sales call.
