What does the training cost?

Nothing. We're not a course business. Pointer builds and enables GTM teams across ANZ, and every rep we place gets 12 months of live training and mentorship. These courses are the self-serve edge of that program, open to the wider revenue community with a free account.

MEDDIC, MEDDICC or MEDDPICC? What's the difference?

Same skeleton, more letters. MEDDIC is the original. MEDDICC adds Competition, and MEDDPICC adds Paper Process, the legal and procurement stage where late-stage deals quietly die. We teach the full version because the extra letters are where the surprises live.

Is MEDDPICC a sales methodology?

No, and that confusion breaks most rollouts. MEDDPICC is a qualification and deal management framework. It tells you what you need to know about a deal, not how to sell. It sits underneath whatever methodology you run, whether that's Challenger, SPIN or Sandler.

When is MEDDPICC worth the effort?

Multi-stakeholder deals, roughly $50K ACV and up, where sales cycles run months not days. For high-velocity transactional sales, a lighter check like BANT usually earns its keep better.

Who built these courses?

Pointer Strategy. We recruit and enable GTM teams across Australia and New Zealand, and every candidate we place gets 12 months of live training and mentorship. These courses come from the same operators who run that program.

MEDDPICC Training by Pointer

MEDDPICC is the anatomy of a deal.

The same MEDDPICC training we run for every rep Pointer places, taught on real ANZ pipeline. No slideware.

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Free to take. Built like it isn't.

Score the deal you're working right now

0/8 known

Tap everything you can answer with evidence, not optimism.

Be honest. Your forecast depends on it.

8 gaps

Eight letters. Each one is a question about your deal.

If you can't answer one, that's not admin you skipped. That's the reason you'll lose.

letters, one lesson each

discovery questions in the bank

revenue professionals in our community

months of enablement with every placement

The Series

Start where you are.

Start here8 lessons + extras

MEDDPICC Fundamentals

One lesson per letter of the framework, taught the way Pointer teaches the reps we place. Around the core eight sit the extras: quick-start intros, a complete worked example from GitLab, and a discovery question bank you'll use for the rest of your career.

The eight lettersQuick-start introsThe toolkit

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9 lessons

MEDDPICC Advanced

You know the letters. Now make them move pipeline. Implementation, pipeline prioritisation and MEDDPICC as account strategy.

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Coming soon

MEDDPICC for Leadership

Your reps learnt the letters. Your job is making them stick.

"You can debate all you want about it. But implementing MEDDPICC is one of the best things most sales teams can do. It's a hell of a lot closer to perfect than the mess you are starting with."

Ricky Pearl, Founder, Pointer Strategy

It's not a sales methodology, and that's the point. MEDDPICC is a deal management and qualification framework. Run Challenger on top. Run SPIN. Doesn't matter. The anatomy underneath stays the same, and once your whole team speaks it, deal reviews stop being theatre.

Straight answers

The questions sellers actually ask before they commit an afternoon to this.

Launching MEDDPICC with your team?

The courses get one rep sharp. A rollout is a different job: live training, deal review cadence, CRM fields that match the framework, and managers who coach to it. We run that for ANZ revenue teams, and every rep we place trains on it for 12 months.

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Know your deals.

Thirty seconds to an account, and lesson one is rolling. The same training every Pointer-placed rep gets.

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