About the MEDDPICC Playbook training 

The MEDDPICC Playbook provides a practical, modular approach to mastering the MEDDPICC qualification framework. Through short lessons, engaging videos, and real-world examples, you’ll learn how to qualify, manage, and close complex deals with confidence.

Learning prerequisites

To make the most of this training, you should have: 

• Basic familiarity with the sales cycle in your role 

• Access to Salesforce to apply MEDDPICC in live opportunities 

Audience

This training is designed for: 

• Account Executives (AEs) 

• Sales Engineers (SEs) 

• Customer Success Managers (CSMs) 

• New hires joining the Go-To-Market organization 

Agenda

This training covers key areas around: 

• The MEDDPICC framework and its 8 elements 

• The power of a qualified deal 

• Crafting and testing a BOLD Statement 

• Capturing MEDDPICC in Salesforce 

Learning objectives

At the end of this training, you should be able to: 

• Explain each MEDDPICC component and why it matters 

• Apply MEDDPICC in real opportunities to qualify effectively 

• Craft a compelling BOLD Statement that tells your deal story 

• Capture MEDDPICC elements in Salesforce to drive alignment and accuracy