Watch Intro Video

Introducing the MEDDPICC Masterclass

Become MEDDPICC Certified with Andy Whyte

ELITE SELLERS USE MEDDPICC

JOIN THE WORLD'S MOST ELITE SALES ORGANIZATIONS

AppDynamics MEDDIC
Snowflake MEDDPICC
Datadog MEDDIC
MongoDB MEDDIC
Sprinklr MEDDPICC
BMC MEDDIC
PTC MEDDIC
Fuze MEDDIC
OKTA MEDDICC

MEDDPICC Masterclass Reviews

What did early enrolees think?

5 star rating

Highly recommended for newbies and veterans alike!

Lawrence Keltie

Having just completed the MEDDICC 'MEDDPICC Masterclass', I can definitely attest to what a fantastic investment of time it is! Even having practiced ...

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Having just completed the MEDDICC 'MEDDPICC Masterclass', I can definitely attest to what a fantastic investment of time it is! Even having practiced MEDDPICC for a while now, there was buckets of value throughout this course - loads of reinforcement, and some new tips and tricks to take away.

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5 star rating

Fantastic insights, packed with clever ideas & useful...

Chris Lupton

Thoroughly enjoyed this course and will greatly benefit from the takeaways both in terms of the framework, suggested approaches, ideas and resources. Would h...

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Thoroughly enjoyed this course and will greatly benefit from the takeaways both in terms of the framework, suggested approaches, ideas and resources. Would highly recommend to anyone in Sales and Pre-sales roles.

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5 star rating

You know it was a good course when at the end you have th...

didrik MOe

This is a great course to dig into MEDDPICC, If you want to learn how to avoid wasting time on wrong deals, avoid your deals slipping, get better at foreca...

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This is a great course to dig into MEDDPICC, If you want to learn how to avoid wasting time on wrong deals, avoid your deals slipping, get better at forecasting with the added big bonus of creating more value for your prospects and winning more deals, MEDDPIC and this course is for you. Andy gives you a lot of brilliant content, use-cases and real life examples of how to use MEDDPICC. I learned a lot and will recommend it to others who want to become a better sales person. Don't forget to also read Andy's brilliant book MEDDIC

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5 star rating

Predictably focus on the deals that will close.

Kenneth Scott

Always looking to sharpen my skillset in enterprise selling I was drawn to Andy's book on the MEDDICC qualification methodology. After completing his book I ...

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Always looking to sharpen my skillset in enterprise selling I was drawn to Andy's book on the MEDDICC qualification methodology. After completing his book I thought I would drive the message home by taking the Masterclass, and I'm glad that I did. This course was the perfect way to launch into a new discipline and gain a great understanding of it. I know it will help me make more qualified predictions for my pipeline and close higher ticket clients. While other online training has helped me, this is probably the best investment I've made in the last year.

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5 star rating

MEDDICC Masterclass - Highly Recommended!

Wayne Lindor

From my initial 10 minute intro on MEDDICC, when I was first looking for some detail on the process, to the MEDDICC book (that’s fast becoming an elite selle...

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From my initial 10 minute intro on MEDDICC, when I was first looking for some detail on the process, to the MEDDICC book (that’s fast becoming an elite seller resource) to now the MEDDICC course, I’m continually impressed and inspired by what Andy has created. He’s the first to tell you he didn’t create the process (Dick Dunkel and Jack Napoli did at PTC), however his relaying of how the greats have used it to deliver millions in revenue, how he has used it, and now, how you can use it to qualify your deals, puts him in some very rare company. I, like many others looking to hone their sales craft have a library of sales related books, the challenge is that you have to find out the hard way (with many hours spent) that very few hold up to scrutiny, and fewer still are held in high regard by the industry, there are a few (SPIN, Strategic Selling, Challenger), that elite sellers I know turn to time and again. When I first read MEDDICC I knew Andy had a classic on his hands, and judging from the sales people I have seen recommending the book (from the likes of Gartner et al), I’m in good company. Andy’s created a highly accessible course on MEDDICC that’s added great detail and depth to my knowledge, if you are looking to really further your understanding of MEDDICC and how you can use it to qualify and close your deals, I highly recommend it!

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5 star rating

Excellent Course!

Vinny Parinello

I don't normally write reviews, but, I bought this course because I was looking for an online course for my sales team to learn MEDDIC and I was totally blow...

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I don't normally write reviews, but, I bought this course because I was looking for an online course for my sales team to learn MEDDIC and I was totally blown away by the level of detail and guidance within it. I first used MEDDIC over a decade ago where I learned from Jack Napoli. Since then I have used it in every role since, and thought had a really solid understanding, but I learned some really valuable insights and tactics in this course. Needless to say I've enrolled my team into the course.

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5 star rating

MEDPICC - the missing piece of our sales process

Thorstein Nordby

I have been using BANT and GPCTBA/C&I for the last 6 years as a consultant. While I have had a lot of good qualifying and discovery calls, I often lost d...

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I have been using BANT and GPCTBA/C&I for the last 6 years as a consultant. While I have had a lot of good qualifying and discovery calls, I often lost deals because I did not have all the stakeholders bought into my solution. After going through this course, I see all the missing pieces in the way we have qualified prospects. This course is very practical, and combines a high-level overview over MEDPICC as a way to qualify, and also gets more tactical about how to actually implement it.

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5 star rating

Insightful course, packed with practical advise

Mirko Brinker

I have done many sales courses but only the best have real practical advice. This course is jam-packed with it, including real life case-studies and even sit...

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I have done many sales courses but only the best have real practical advice. This course is jam-packed with it, including real life case-studies and even situational role-play. Andy Whyte doesn't just go over the theory but brings it to live which meant for me that I could implement my learnings straight away. Highly recommend it!

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5 star rating

Highly Recommend

Jamie Love

I've been using MEDDICC on and off for several years but this is probably the best training i have had. A great refresher and some new tactics i can use today!

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I've been using MEDDICC on and off for several years but this is probably the best training i have had. A great refresher and some new tactics i can use today!

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5 star rating

From sceptic to MEDDICC

Ashraf Sheikh

I came across Andy by chance (through a mutual connection on LinkedIn) and subscribed to the Youtube channel and immediately started to benefit from the vide...

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I came across Andy by chance (through a mutual connection on LinkedIn) and subscribed to the Youtube channel and immediately started to benefit from the videos, so naturally when the Mastery course was launched I jumped at the chance. Easy to follow, really informative and delivered by Andy in a style that feels natural and informal but extremely engaging. so much so, that once I started, I pretty much completed the course modules back to back over a weekend! I particularly liked the real-life sales examples and how Andy invoked the different elements. It was also interesting to see the different approaches but with a single mindedness towards managing the sales process and adding a qualification layer at almost every stage. I highly recommend the Mastery course, not just for those who are new to MEDDICC (or MEDDPICC), but also as a refresher for sales veterans too. PS. I also have the book, but that says more about my ineligible note taking than anything else!

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5 star rating

Every Enterprise seller should take this course! Game cha...

Misha Jessel-Kenyon

Makes MEDDPICC very easy to understand and apply. Loved the way it was taught and presented. This really is the only way to sell if you want to be an elite e...

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Makes MEDDPICC very easy to understand and apply. Loved the way it was taught and presented. This really is the only way to sell if you want to be an elite enterprise seller/sales organisation.

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5 star rating

MEDPICC - the missing piece of our sales process

Thorstein Nordby

I have been using BANT and GPCTBA/C&I for the last 6 years as a consultant. While I have had a lot of good qualifying and discovery calls, I often lost d...

Read More

I have been using BANT and GPCTBA/C&I for the last 6 years as a consultant. While I have had a lot of good qualifying and discovery calls, I often lost deals because I did not have all the stakeholders bought into my solution. After going through this course, I see all the missing pieces in the way we have qualified prospects. This course is very practical, and combines a high-level overview over MEDPICC as a way to qualify, and also gets more tactical about how to actually implement it.

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5 star rating

MEDDPICC Masterclass Review

Jim Borri

Andy, I want to personally thank you for doing fantastic job providing a detailed review of MEDDPICC in a way that was easy to digest while also being incred...

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Andy, I want to personally thank you for doing fantastic job providing a detailed review of MEDDPICC in a way that was easy to digest while also being incredibly thought provoking. I thoroughly enjoyed reviewing the well organized material you assembled and presented as a compliment to my existing efforts dating back to my formative years at PTC earlier in my career. Your insights will be valuable as I implement and mentor the MEDDPICC framework with current and future sales teams. Jim

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5 star rating

Fantastic Framework!

Nabeel Rajab

Loved this course. I felt glued to my screen. It's real, tangible and relatable. I am already applying it even while chatting to my own team.

Loved this course. I felt glued to my screen. It's real, tangible and relatable. I am already applying it even while chatting to my own team.

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5 star rating

Loved it!

Johanna verhoeven

Super helpful, great material, and very entertaining. Thanks Andy :)

Super helpful, great material, and very entertaining. Thanks Andy :)

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5 star rating

Fantastic Methodology & Course

Joe Khachadourian

Big props to Andy & his team for putting this course together. The methods are easy to remember, the stories & analogies were incredibly relatable, a...

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Big props to Andy & his team for putting this course together. The methods are easy to remember, the stories & analogies were incredibly relatable, and I have no doubt that anyone who employs these methods will see some for of increased success. Thanks!

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5 star rating

Great Skill Building Course

Ryan Keiffner

Very impressed with the depth and breadth included in this course. Felt it was a great use of time to sharpen skills and have rolled it out to my teams. Ex...

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Very impressed with the depth and breadth included in this course. Felt it was a great use of time to sharpen skills and have rolled it out to my teams. Excited to have us all speaking the same language and focused on qualifying all of our opportunities with a high level of scrutiny moving forward. Course moved along very quickly and the facilitation was smooth. Great work!

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5 star rating

MEGA-HELPFUL - Putting a new dimension into the sales app...

Nicolo Viegener

Detailed, practical and hands-on techniques and tools to prepare and control opportunities better. A lot of videos to run through. Definitely worth running t...

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Detailed, practical and hands-on techniques and tools to prepare and control opportunities better. A lot of videos to run through. Definitely worth running through it a second time to secure the learnings. Thanks Andy, Great job!

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5 star rating

Great training content!

Katelyn Ferrara

Great class! Informative, interesting, efficient and great takeaway material.

Great class! Informative, interesting, efficient and great takeaway material.

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5 star rating

Simplifying Enterprise Sales Training

Gary Daly

MEDDICC can be quite daunting when you hear about it. Andy makes this training educational, fun and actionable in this course. I really enjoyed it. He breaks...

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MEDDICC can be quite daunting when you hear about it. Andy makes this training educational, fun and actionable in this course. I really enjoyed it. He breaks the elements down into bite size chunks and provides some real life case studies as well as "role plays". I feel a lot more confident in my deals because of this and it takes the "guess work" out of sales. 5 star review :-)

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5 star rating

Great course, very thought provoking!

Michelle McCarthy

As a sales training, I'm always trying to find certifications to take so that I can expand my knowledge of methodologies and sales tactics. This course was f...

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As a sales training, I'm always trying to find certifications to take so that I can expand my knowledge of methodologies and sales tactics. This course was fantastic, and opened my mind to some concepts I hadn't ever considered before!

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5 star rating

An enjoyable, concise and effective training on MEDDPICC ...

Josep Auladell

Through this masterclass, Andy Whyte has brilliantly broken down each element of the MEDDPICC process by explaining them in detail, contextualising them in p...

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Through this masterclass, Andy Whyte has brilliantly broken down each element of the MEDDPICC process by explaining them in detail, contextualising them in practical examples from a 360-degree angle, and has explained the correlation between all elements of the framework and their collective value to close a deal. With a light, clear and concise format, I have thoroughly enjoyed every bit of it and look forward to applying the MEDDPICC theory into practice. If like me, you have an interest in effective sales or are looking to perfect your deal qualification techniques, this masterclass is a great investment that will contribute to your, or your sales team, professional growth.

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5 star rating

Valuable training

Cheryl Hunt

I will use this framework on every deal.

I will use this framework on every deal.

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5 star rating

Great course

Jonathan Lee

Great course

Great course

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Course curriculum

  • 1

    PART 1: INTRODUCTION

  • 2

    PART 2: WHAT IS MEDDPICC?

  • 3

    PART 3: WHY QUALIFY?

    • Why Qualify?

    • If in doubt - Qualify out

    • Why Qualify Quiz?

    • Your Current Approach to Qualifying

  • 4

    PART 4: WHERE DID IT BEGIN?

    • Where Did It Begin?

    • Where Did It Begin Quiz

    • Dick's Three Key Questions

  • 5

    PART 5: WHAT CHANGED?

    • What Changed?

    • Consider your typical sales process

  • 6

    PART 6: THE ELEMENTS

    • Elements

  • 7

    PART 7: [M] METRICS

    • Introducing Metrics

    • Using MEDDPICC in your first meeting

    • Evolving from Metrics 1's (M1's) to Metrics' 2's (M2's) and Metrics in the sales process

    • Live role play using Metrics to open up a value based conversation

    • Metrics in the wild

    • Metrics Quiz

    • Metrics and your Current Pipeline

  • 8

    PART 8: [E] ECONOMIC BUYER

    • Economic Buyer

    • Economic Buyer Quiz

    • Who are your Economic Buyers?

  • 9

    PART 9: THE DECISION ELEMENTS

    • The Decision Elements

    • Departments That You Typically Engage With?

  • 10

    PART 10: [Dc] DECISION CRITERIA

    • Introduction to the Decision Criteria

    • Who's the Elite Seller?

    • Live role play using the Decision Criteria to drive differentiation towards your strengths/unique values

    • Decision Criteria Summary

    • Decision Criteria Quiz

    • Using Decision Criteria in your Pipeline

  • 11

    PART 11: [Dp] DECISION PROCESS

    • Decision Process

    • Decision Process Quiz

    • Your Pipeline and the Decision Process

  • 12

    PART 12: [P] PAPER PROCESS

    • Paper Process

    • Paper Process Quiz

    • Paper Process in your current Pipeline and Forecast

  • 13

    PART 13: THE GO LIVE PLAN

  • 14

    PART 14: [I] IMPLICATE THE PAIN

    • Implicate the Pain

    • Implicate the Pain Quiz

    • Implicating Pain upon your current pipeline

  • 15

    PART 15: [Ch] CHAMPION

    • Introduction to the Champion

    • Choose Your Champion

    • The Three Criteria of a Champion and How to Build Them

    • Champion in your Sales Process and Summary

    • Champion Quiz

    • Champions in your Pipeline

  • 16

    PART 16: [Co] COMPETITION

    • Competition Intro

    • Competition Case Study

    • Competition Quiz

    • Competition in your pipeline

  • 17

    PART 17: OTHER ELEMENTS

    • Elements

    • Which Elements Are Right For You?

  • 18

    PART 18: IN CLOSING

    • Your Actions

    • [Bonus Material] MEDDPICC Checklist

    • [Bonus Material] MEDDPICC Deal Sheet

    • In Closing

    • Want more MEDDPICC?

Signs you need MEDDPICC


Have you ever worked with a Seller who just seemed to always get the best opportunities?

Someone who seemed to always find the customers who were interested in their solution? Selling for them seemed effortless.

Were they just lucky?

Perhaps that is what you thought at first...

But nobody is consistently that lucky, right?

But what is their secret?


I would make a bet that they were qualifying their deals with MEDDPICC.

And, with this course you can learn to use MEDDPICC too!

Signs that you need MEDDPICC 👉

  • Your buyer doesn’t see the value of your solution? (AKA they think you are expensive)

  • You are unable to find, articulate and quantify Pain

  • You don’t have a Champion

  • You don’t know how the customer makes decisions

  • You don’t know who is involved in the decision-making process

  • You find yourself surprised by things that come up

  • The criteria in which the customer is basing their decision seems to shift from beneath you

  • Your Competition is landing strikes against you that you neither see coming nor are able to defend

  • You lose track of where you stand in your deals and find yourself 'just checking in'

September Savings $399 instead of $499

Price goes up by $100 in:

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Frequently Asked Questions

  • How long will I have access to my course?

    Forever. We are passionate about you learning about the topics we teach. We understand that reflecting and revisiting the topics in the future is an important part of the learning process.

  • Once I complete the course can I still access the content?

    Yes! You will always have access to the course.

  • Do I have to complete every session to get certified?

    Yes. Becoming MEDDPICC certified by MEDDICC is something we want people to feel proud of. That means no shortcuts!

  • How does this compare to other MEDDPICC courses?

    I can't honestly answer that as I haven't taken anyone else's course.

    What I can say is that this course was specifically built for an online audience. Every single bit of content is designed for that purpose. No parts of the course are footage from someone else's in-person training.

    There are over 60 lessons comprising of over 5 hours of video lessons, role plays, takeaways, exams, etc.

  • Will I get a certificate?

    Yes! You will obtain an official MEDDPICC Masterclass certification that you can add to your resume and LinkedIn profile.

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What do other people think?

See below or click the link to see our 'Wall of Love ❤️'

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