Training

Structuring Complex Deals with MEDDICC

In complex B2B deals, having a good conversation is not enough – it’s about penetrating the customer’s entire decision-making process. Those who don’t know the key people, criteria, and processes lose track and lose the deal to the competition.

Scenario

In this training, you experience a negotiation scenario with multiple stakeholders. As long as you proceed unsystematically, many critical factors remain in the dark. Only when you apply MEDDICC – defining metrics, identifying decision-makers, understanding criteria, clarifying the process, making pain visible, winning champions, and addressing competition – do you hold all the cards.

Learnings

Systematically structure complex deals
Use key metrics as a compelling argument
Deliberately engage decision-makers and champions
Make decision processes and criteria transparent
Identify competitive advantages in a targeted way

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