Qualify deals
and close
confidently

This MEDDIC Course will help you connect measurable business metrics to buyer priorities
and build business cases that win.

Trusted by sales teams globally

Major brands have tapped into their highest potential by working with Flow State.

Why this MEDDIC Course matters

Buyers are overwhelmed, buying cycles are longer, and stakeholders now arrive in battalions rather than in pairs.

The result?

More stalled opportunities, less salespeople hitting targets and unreliable forecasting.

Our MEDDIC/MEDDPICC Sales Training gives you a practical edge. It’s a simple, intuitive way to improve how you sell at every stage without over-complicating or sounding like a robot.

When your team is trained in MEDDIC, performance improves. They know which opportunities are real, why they’ll close, and what to do next.

If predictable pipeline and sharper forecast accuracy matter to you, this framework is the difference between confidence and crossed fingers.

Word on the street

Tom Cross

Sales Director,
Globaldata plc

I found the Flow State courses incredibly valuable, with plenty of useful tips and insights for me and my team. The content has helped us close opportunities.

Louis Triandos

Head of Customer Success,
Me&U

Flow State Learning has built life long skills and frameworks that can be embedded into any customer facing conversation. The courses are highly valuable.

Jodie Gray

Senior Sales Manager,
Teamtailor

The digital training from Flow State was super practical and easy to embed in real customer conversations. It had a huge impact on helping our sales team.

Callum Quick

VP of Customer Growth,
Thrive

With Flow State's coaching, we’ve shifted to a clear, consultative sales approach that has improved pipeline quality and helped us grow enterprise opportunities better.

Ollie Squires

Senior Account Executive,
Ben

Flow State's digital training is engaging and thought-provoking. The sessions encouraged reflection and showed how we can level up.

John Purkis

CRO,
Jato Dynamics

Flow State laid the groundwork that our company was missing for lasting change that would benefit the business, grow the team, and deliver consistent results for years to come.

James Mansfield

CRO,
Fastmarkets

The biggest result from working with Flow State is understanding the competencies that makes businesses successful and seeing our team start to delivering consistently.

Lorenzo Filipo

Team Lead New Business,
Amazon

The results were immediate and impressive. The passion & energy these guys bring to the training is incredible. I recommend Flow State to any sales team.

What does MEDDIC Sales Training offer you?

This course gives you the skills, tools, and confidence to remove ambiguity from your pipeline. It’s everything you need to go from curiosity to clear qualification.

Master the MEDDIC elements

A clear understanding of each MEDDIC component and how they fit together so that you can qualify and progress opportunities.

Actionable skills to uncover value

Techniques to uncover and quantify value, influence internal thinking, and guide the buying group toward decisions.

Confidence to be a trusted advisor

Confidence to hold strategic conversations, demonstrate genuine credibility, and build trust that goes beyond “checking the boxes”.

MEDDIC as part of your team's DNA

Learn how to weave MEDDIC into team routines, sales meetings, deal reviews, pipeline calls, coaching sessions, and forecasting.

Course modules built for practical outcomes

We cut the theory and bring in the practicality.

Every module in this MEDDIC Course is strategically created to go well beyond surface-level qualification and focus on delivering real value to your customers and prospects.

Module one

What is MEDDIC?

Why MEDDIC exists and why it has outlasted every fad
The core MEDDIC components and how they work together
The business impact for buyers and sellers

Module two

How to prime your sales org for MEDDIC

Embedding a qualification-first mindset
MEDDIC management and coaching practices
Driving organisational buy-in and accountability

Module three

Metrics

Why metrics matter
ROI vs COI – defining business impact
How to uncover and quantify metrics during discovery
Using metrics to build business cases and drive urgency

Module four

Economic buyer

Why the Economic Buyer matters
Power vs influence how to spot the real authority
How to earn access and active support
Aligning to strategic priorities to secure approval

Module five

Decision criteria

Why decision criteria drive the deal
How buyers evaluate vendors
How to uncover and influence decision criteria
Embedding your value into the customer’s assessment lens

Module six

Decision process

The importance of understanding the decision process
Mapping the buyer’s internal buying process
Anticipating common bottlenecks
How to guide and control the process

Module seven

Identify pain

The difference between symptoms and critical business problems
How to uncover and amplify customer pain and urgency
Turn discovery into a value-led conversation
Building a compelling business case

Module eight

Champions

Why champions are the single biggest predictor of success
How to identify a true champion
How to coach and equip multiple champions
How to use a champion to guide internal buying dynamics

Flow State's impact

0 +

years of
sales experience

0 k+

sales professionals enabled

$ 0 B

of pipeline
influenced

Who this MEDDIC Course is for

B2B sales teams in new business, Account Management and Customer Success

First-time sellers to senior enterprise leaders

Multi-stakeholder environments with complex buying groups

Sales teams stuck in 3–12+ month sales cycles

B2B sales pros and managers working in new business, account management, or customer success.

Sellers at every stage—whether you’re just starting out or a seasoned enterprise rep who wants to strengthen pipeline health.

Teams selling into industries where buying decisions involve multiple stakeholders

Sales reps that are stuck with sales cycles that typically run 3–12 months.

Outcomes you can actually measure

When you apply the MEDDIC Sales Training practices, you can expect:

Faster opportunity qualification and fewer stalled opportunities

Clarity around buyer pain, metrics, and decision criteria

Shorter sales cycles and increased opportunity size

Stronger forecast accuracy and cleaner pipeline health

MEDDIC embedded into daily workflows and team habits

Meet your coaches

Aaron Evans

Co-founder

A globally recognised SaaS sales enablement leader with 15+ years of coaching teams across EMEA, US, LATAM and APAC. Aaron has led sales transformations across multiple industries — including guiding an HR tech business to IPO.

A qualified coach and NLP practitioner, he has trained thousands of sales professionals and leaders, earning a reputation as one of the leading global voices in modern sales enablement.

Raffael Fernandes

Co-founder

A B2B sales leader with 20+ years of experience developing teams and transforming revenue organisations across SaaS, BI, media, events, and consulting.

Raff has worked in over 50 sectors globally, developed 1000’s of sellers and built high-performing teams in VC-backed and Fortune 500 environments. He specialises in helping organisations build predictable, scalable revenue engines.

Bring the 'common language' for pipeline into your organisation and improve your performance

What you'll get in this course

Everything is designed to support execution, not overwhelm.

Video modules

Written
guidance

Practical exercises

Learning missions

"How-to" walkthroughs

How Flow State’s MEDDIC Course is different

It’s not just what we teach, but how we teach it, that makes this MEDDIC Sales Training truly impactful.

Real-world application

Learning missions are designed for immediate application, not theoretical admiration.

Expert-led
learning

Aaron and Raff lead the course themselves, no junior trainers and no recycled theory.

Rapid, measurable impact

Get clearer qualification, cleaner pipeline visibility, and more predictable forecasting.

Tailored for every role

Whether you’re an AE, leader, or enablement professional, your learning is specific to your role.

Flow State's MEDDIC Sales Training

Sales-specific content

Built specifically for complex B2B environments where multiple stakeholders, long sales cycles, and commercial pressure are the norm.

Role-based learning

Each role experiences our MEDDIC Course differently. AEs focus on execution, leaders focus on coaching, and enablement teams focus on embedding.

Deal-tested methods

Every strategy in this MEDDIC Sales Training is grounded in real enterprise deals. We focus on what actually moves opportunities forward.

Expert-led
training

Delivered by practitioners who’ve implemented and coached high-performing sales teams. You’re learning straight from the founders.

Immediate
impact

Participants can apply techniques from the MEDDIC Course on day one. Your active deals will benefit from strengthened qualification, deal control, and forecasting.

Scalable enablement

Ready-to-use assets ensure this MEDDIC Sales Training doesn’t stay in the classroom, but becomes part of your daily sales & deal review process.

FAQ

1. What is MEDDIC, and why should I use MEDDIC Sales Training?

MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champions) is a proven qualification framework for complex B2B sales. This MEDDIC Sales Training teaches practical application so you qualify with evidence, build business cases, and reduce risk.

2. How fast will I see results?

Most sales teams see improvements in pipeline clarity and forecasting within weeks, since MEDDIC applies directly to live opportunities.

3. Can MEDDIC be embedded into our CRM?

Yes. The course includes templates that plug directly into your stages, processes, and deal review cadences.

4. Is this course suitable for all experience levels?

Absolutely. Whether you’re new to MEDDIC or refining existing skills, the course meets you where you are.

5. Do you provide actionable tools and templates?

Yes, including customer-facing assets, cheatsheets, MEDDIC deal scorecards and coaching playbooks.

6. Is MEDDIC the same as MEDDPICC?

Not exactly. MEDDPICC adds Paper Process and Competition, while MEDDIC focuses on the core qualification elements.

7. Why is MEDDIC better than BANT?

Because BANT asks superficial questions; MEDDIC uncovers the mechanics of how real buying decisions get made.

Qualify deals and close confidently