🤝 B2B Sales
MEDDPICC (MEDDIC) Deal Qualification and Closing Course
Big pipeline, but forecasts keep missing? Score one of your own deals across the 8 MEDDPICC elements in a single day, then confirm the blanks (risks) and next actions: a hands-on B2B sales course
⏱ Duration8 hours
🏢 FormatOn-site delivery · Customized design
👤 InstructorJohn Kim
✅ Key outcomeForecast accuracy goes up: deals once pushed forward on “gut feel” are now scored on evidence for each element, so deals with many blanks drop out of the forecast and effort concentrates on deals that will close
“The customer response is great.” “We’re almost there.” These are the phrases heard most in weekly sales meetings, and the most common reason quarter-end forecasts miss. B2B deals involve many stakeholders and reviews that run for months, so win probability has to be judged on evidence, not gut feel. MEDDPICC is the standard framework global B2B sales organizations use to qualify deals. It adds Paper Process and Competition to the original MEDDIC (Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion), giving 8 elements for checking whether a deal will really close. This course is not about memorizing the 8 elements. Each participant picks one live deal and fills it in element by element over the day. We spend significant time on what overseas textbooks don’t cover: the structure of Korean B2B buying, including budgeting, internal approval, BMT/PoC, security review, procurement, and sales through partners such as distributors and system integrators. You map it as the Decision Process and Paper Process, then work backward from the signing date to build a closing timeline. The 8 elements and the scorecard also appear in English, so you can report deals in the same language as your global headquarters. By the end, each participant leaves with a MEDDPICC scorecard for their own deal, follow-up questions for each blank, a reverse-engineered closing plan, and a 30-day action plan.
💻 Start learning this topic with an online course →Who is this course for?
This course is for sales practitioners handling B2B deals with many stakeholders and long evaluation cycles (including account managers, sales engineers, and partner sales), as well as sales team leaders and sales managers who own the pipeline and forecast. It is especially well suited to industries that go through BMT/PoC, internal approval, and procurement, such as IT, SaaS, security, equipment, components, and solutions. It also fits Korean subsidiaries of global companies whose headquarters has adopted or is about to adopt MEDDIC or MEDDPICC.
What will you learn?
- Align the team on the meaning and decision criteria of the 8 MEDDPICC elements, and tell apart “the customer likes us” signals from real evidence of a win
- Elevate the customer’s Pain from technical problem to business impact to executive risk, and express its effect in the customer’s own numbers (Metrics)
- Draw a Buying Center map to find the path to the Economic Buyer, and write questions that plant your strengths in the Decision Criteria first
- Work backward from Korean customers’ internal approval, BMT/PoC, security review, and procurement steps as the Decision Process and Paper Process, and build a realistic closing timeline
- Tell a Champion from a mere friendly contact, and design a competitive response that covers competitors, the status quo, and internal alternatives
- Complete the MEDDPICC scorecard for your own deal, confirm the blanks (risks) and next actions, and review deals against the same criteria in pipeline meetings
Curriculum
Module 1: Why MEDDPICC — why forecasts miss (approx. 50 min)
- Why your forecast misses despite a full pipeline — the illusion of 'the customer likes us' signals
- MEDDIC → MEDDICC → MEDDPICC: what part of the B2B buying structure each of the 8 elements examines
- BANT vs. MEDDPICC: a tool for filtering leads vs. a tool for driving a qualified deal all the way to close
- The structure of Korean B2B deals — business teams · infrastructure/IT teams · executives · procurement · partners (distributors · SIs)
- Exercise: Choose one deal to work on throughout the course and self-assess your current win confidence
Module 2: Identify Pain & Metrics, putting the customer’s problem into numbers (approx. 50 min)
- The three-layer Pain structure — technical problem → business impact → executive risk (outages · regulation · cost · staffing)
- Putting numbers on Pain — the quantified value proposition PPSDN (Persona · Pain · Solution · Difference · Number)
- How to calculate operating efficiency, cost savings, risk reduction, and TCO in the customer’s language
- 'Productivity gains' is not a Metric — the rule of writing only numbers the customer has confirmed in their own words
- Exercise: Map the three layers of Pain in your own deal and write one Metrics sentence
Module 3: Economic Buyer & Decision Criteria — the approver and the selection criteria (approx. 60 min)
- Mapping the Buying Center — decision makers · influencers · users · buyers · gatekeepers
- Economic Buyer is not a job title — it is 'the person who can approve this amount without escalating it'
- How to move up together with your day-to-day contact without going around them: designing a path to the Economic Buyer
- Shaping Decision Criteria first — a value proposition that plants your strengths in RFP and BMT evaluation items before competitors do
- Exercise: Map the buying center and list the decision criteria for your own deal
Module 4: Decision Process & Paper Process, working backward through the Korean buying process (approx. 50 min)
- Korean-style buying process: budgeting, internal approval, BMT/PoC, security review, procurement, and price negotiation with the purchasing team
- 'What do they choose by' and 'who signs, and when' are different items
- Where the process gets hidden in partner-led deals, and the questions to ask to uncover it
- A Mutual Close Plan built backward from the contract date
- Exercise: Draft a reverse-engineered closing plan for your own deal
Module 5: Champion — the person who advocates for you (about 50 min)
- Champion vs. Coach vs. friendly contact: the 3-part test of influence, access, and action on our behalf
- How to validate a Champion: ask them to co-create the internal briefing materials
- How to build up a Champion — equipping them with internal selling materials and Metrics
- Dividing roles with partner sales: who manages the Champion inside the customer’s organization?
- Exercise: Identify the Champion in your deal and plan actions to strengthen them
Module 6: Competition — competitors, the status quo, and internal alternatives (about 50 min)
- The scope of competition: competing vendors, the status quo, in-house builds, and other budget priorities
- Differentiated positioning: connecting our strengths to the customer’s Decision Criteria
- Questions to ask the customer in competitive deals, and principles for handling price pressure
- Exercise: Write a one-page competitive response for your own deal
Module 7: MEDDPICC deal review, scorecard and question bank (approx. 50 min)
- Scorecard scoring: 0, 1, or 2 points for each of the 8 elements, where every blank is a risk
- Question bank by element — confirmation questions you can use in your next meeting
- Keeping the review from becoming an interrogation: the 8 elements are hypotheses you fill in over several meetings, not a list of questions
- Exercise: Complete your deal scorecard, then run peer deal reviews in pairs, with instructor feedback during rounds
Module 8: Making it stick, embedding it in pipeline meetings and your CRM (approx. 50 min)
- How to use MEDDPICC in weekly pipeline meetings and forecast reviews
- Connecting manager deal-coaching questions to CRM fields — so it doesn’t turn into 'filling in fields'
- How to apply it to renewal and upsell deals (maintenance, subscriptions), not just new business
- Exercise: Confirm your 3 next actions and 30-day action plan, plus Q&A
Expected results / After the course
- Forecast accuracy goes up: deals once pushed forward on “gut feel” are now scored on evidence for each element, so deals with many blanks drop out of the forecast and effort concentrates on deals that will close
- Deal reviews shift from status reporting to assigning work — “we haven’t met the approver yet” becomes next week’s task, giving the team a shared language
- Fewer last-minute delays — work backward through legal, procurement, and security review steps early, so you don’t lose weeks just before signing
- Deal coaching gets easier for managers — a question bank and scorecard for each element produce feedback to the same standard, no matter who reviews
- Report in the same language as your global headquarters: use the 8 English element terms as-is in your CRM and forecast reviews
About the instructor
John KimInstructor John Kim, author of “B2B Marketing Design” and CEO of Nanum ConsultingView profile →
Related courses
Recommended online courses
Start with an Online Course
Before you book on-site training, preview the essentials of this topic in an online course.
B2B · Online Course
B2B Marketing Level 1 · Structure and Fundamentals
An introductory course on how B2B markets are structured and how purchasing decisions are made, taught through real-world cases.
KRW 149,000 (≈ US$110)199,000View Course →
AI · Online Courses
Claude Cowork · Hands-On Basics
An introductory hands-on course for building work tools that run on plain conversational instructions.
KRW 59,000 (≈ US$44)89,000View Course →
AI · Online Courses
Practical AI for Corporate Instructors
Use AI in your daily work, from lesson prep to content creation.
KRW 59,000 (≈ US$44)89,000View Course →
We tailor this course to your company
From diagnosis to execution — Nanum Consulting
FAQ
This course is for sales practitioners handling B2B deals with many stakeholders and long evaluation cycles (including account managers, sales engineers, and partner sales), as well as sales team leaders and sales managers who own the pipeline and forecast. It is especially well suited to industries that go through BMT/PoC, internal approval, and procurement, such as IT, SaaS, security, equipment, components, and solutions. It also fits Korean subsidiaries of global companies whose headquarters has adopted or is about to adopt MEDDIC or MEDDPICC.
MEDDIC has 6 elements: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. MEDDPICC adds Paper Process (procurement, legal, and contract steps) and Competition, for 8 elements in total. They were added because legal review and procurement take up the final weeks before signing. We align the terminology and scorecard to whichever version your company uses.
Each participant picks one live deal and fills in the relevant elements module by module. In the final module, you complete an 8-element scorecard and review each other’s deals in pairs, while the instructor circulates and gives feedback. If you are concerned about confidentiality, such as customer names, you may use aliases.
The course is taught in Korean, with the 8 elements and the scorecard written in English alongside. Participants can carry what they learn straight into headquarters forecast reviews and CRM fields. The MEDDPICC element names are used as-is in the course and module titles, so they can be shared in reports to headquarters.
A single session of 30–40 participants runs on lectures and case studies, plus a hands-on individual scorecard exercise. If you want every participant to receive individual instructor feedback on their own deal, we recommend splitting into groups of 15–20 per session to give more weight to deal reviews.
MEDDPICC (MEDDIC) Deal Qualification and Closing Course
Big pipeline, but forecasts keep missing? Score one of your own deals across the 8 MEDDPICC elements in a single day, then confirm the blanks (risks) and next actions: a hands-on B2B sales course
Training objectives
- Align the team on the meaning and decision criteria of the 8 MEDDPICC elements, and tell apart “the customer likes us” signals from real evidence of a win
- Elevate the customer’s Pain from technical problem to business impact to executive risk, and express its effect in the customer’s own numbers (Metrics)
- Draw a Buying Center map to find the path to the Economic Buyer, and write questions that plant your strengths in the Decision Criteria first
- Work backward from Korean customers’ internal approval, BMT/PoC, security review, and procurement steps as the Decision Process and Paper Process, and build a realistic closing timeline
- Tell a Champion from a mere friendly contact, and design a competitive response that covers competitors, the status quo, and internal alternatives
- Complete the MEDDPICC scorecard for your own deal, confirm the blanks (risks) and next actions, and review deals against the same criteria in pipeline meetings
Expected results
- Forecast accuracy goes up: deals once pushed forward on “gut feel” are now scored on evidence for each element, so deals with many blanks drop out of the forecast and effort concentrates on deals that will close
- Deal reviews shift from status reporting to assigning work — “we haven’t met the approver yet” becomes next week’s task, giving the team a shared language
- Fewer last-minute delays — work backward through legal, procurement, and security review steps early, so you don’t lose weeks just before signing
- Deal coaching gets easier for managers — a question bank and scorecard for each element produce feedback to the same standard, no matter who reviews
- Report in the same language as your global headquarters: use the 8 English element terms as-is in your CRM and forecast reviews
Curriculum
Module 1Module 1: Why MEDDPICC — why forecasts miss (approx. 50 min)
- Why your forecast misses despite a full pipeline — the illusion of 'the customer likes us' signals
- MEDDIC → MEDDICC → MEDDPICC: what part of the B2B buying structure each of the 8 elements examines
- BANT vs. MEDDPICC: a tool for filtering leads vs. a tool for driving a qualified deal all the way to close
- The structure of Korean B2B deals — business teams · infrastructure/IT teams · executives · procurement · partners (distributors · SIs)
- Exercise: Choose one deal to work on throughout the course and self-assess your current win confidence
Module 2Module 2: Identify Pain & Metrics, putting the customer’s problem into numbers (approx. 50 min)
- The three-layer Pain structure — technical problem → business impact → executive risk (outages · regulation · cost · staffing)
- Putting numbers on Pain — the quantified value proposition PPSDN (Persona · Pain · Solution · Difference · Number)
- How to calculate operating efficiency, cost savings, risk reduction, and TCO in the customer’s language
- 'Productivity gains' is not a Metric — the rule of writing only numbers the customer has confirmed in their own words
- Exercise: Map the three layers of Pain in your own deal and write one Metrics sentence
Module 3Module 3: Economic Buyer & Decision Criteria — the approver and the selection criteria (approx. 60 min)
- Mapping the Buying Center — decision makers · influencers · users · buyers · gatekeepers
- Economic Buyer is not a job title — it is 'the person who can approve this amount without escalating it'
- How to move up together with your day-to-day contact without going around them: designing a path to the Economic Buyer
- Shaping Decision Criteria first — a value proposition that plants your strengths in RFP and BMT evaluation items before competitors do
- Exercise: Map the buying center and list the decision criteria for your own deal
Module 4Module 4: Decision Process & Paper Process, working backward through the Korean buying process (approx. 50 min)
- Korean-style buying process: budgeting, internal approval, BMT/PoC, security review, procurement, and price negotiation with the purchasing team
- 'What do they choose by' and 'who signs, and when' are different items
- Where the process gets hidden in partner-led deals, and the questions to ask to uncover it
- A Mutual Close Plan built backward from the contract date
- Exercise: Draft a reverse-engineered closing plan for your own deal
Module 5Module 5: Champion — the person who advocates for you (about 50 min)
- Champion vs. Coach vs. friendly contact: the 3-part test of influence, access, and action on our behalf
- How to validate a Champion: ask them to co-create the internal briefing materials
- How to build up a Champion — equipping them with internal selling materials and Metrics
- Dividing roles with partner sales: who manages the Champion inside the customer’s organization?
- Exercise: Identify the Champion in your deal and plan actions to strengthen them
Module 6Module 6: Competition — competitors, the status quo, and internal alternatives (about 50 min)
- The scope of competition: competing vendors, the status quo, in-house builds, and other budget priorities
- Differentiated positioning: connecting our strengths to the customer’s Decision Criteria
- Questions to ask the customer in competitive deals, and principles for handling price pressure
- Exercise: Write a one-page competitive response for your own deal
Module 7Module 7: MEDDPICC deal review, scorecard and question bank (approx. 50 min)
- Scorecard scoring: 0, 1, or 2 points for each of the 8 elements, where every blank is a risk
- Question bank by element — confirmation questions you can use in your next meeting
- Keeping the review from becoming an interrogation: the 8 elements are hypotheses you fill in over several meetings, not a list of questions
- Exercise: Complete your deal scorecard, then run peer deal reviews in pairs, with instructor feedback during rounds
Module 8Module 8: Making it stick, embedding it in pipeline meetings and your CRM (approx. 50 min)
- How to use MEDDPICC in weekly pipeline meetings and forecast reviews
- Connecting manager deal-coaching questions to CRM fields — so it doesn’t turn into 'filling in fields'
- How to apply it to renewal and upsell deals (maintenance, subscriptions), not just new business
- Exercise: Confirm your 3 next actions and 30-day action plan, plus Q&A
About the instructor
John Kim, Lead Instructor
10 years in industry · 15 years teaching (3,000+ lectures)
Education
· MBA (advanced major: Marketing), Korea University Graduate School of Business (graduated)
· Sungkyunkwan University Consultant Program (completed)
· Sogang University Graduate School of Business, Short-Term MBA (completed)
· Seoul National University Lifelong Education Instructor Development Program (completed)
· Chung-Ang University, B.A. in English Language and Literature (graduated)
Experience
· Current: CEO, Nanum Consulting
· Formerly at Hyosung Corp., Daeduck Electronics and Shinhan Diamond: overseas assignments and strategic planning (10+ years)
· Current partner instructor, Expert Consulting
· Current: Partner instructor, PSI Consulting
· (Current) Partner instructor, Korea SMEs and Startups Agency and SME Training Institute
Credentials and publications
· Certified consultant
· Certified teacher
· Completed official IDEO Design Thinking training
· B2B Marketing Design (1 Apr 2025)
· The Chinese Diamond Tool Market: Present and Future (co-authored, Korea Tool Association)
· Battles That Changed History and Innovative Weapons (in progress)