Free course · 8 modules · 2 h 35 min
The Deal Management MEDDPICC Master Class
A free, complete MEDDPICC course: one module per letter, taught by David Weiss, author of Deal Management. You'll learn what each letter really asks of a deal, how to grade it red, yellow or green on evidence instead of opinion, and the plays that move it before your deal stalls.
- 8 modules
- 2 h 35 min total
- 138 chapters
- Free, no sign-up
How the course works
- One letter per moduleIn the order deals need them: Metrics and Pain first, Competition last, where all eight letters come together into one weekly system.
- Graded on evidenceEvery letter gets the same red, yellow, green grade, based on what the buyer has shown you, not what you hope is true.
- A move every weekEach module ends with what green looks like and one thing to do in your deals this week, using the free templates.
- MODULE 1 · 21:49Metrics
- MODULE 2 · 22:51Identify Pain
- MODULE 3 · 15:37Decision Criteria
- MODULE 4 · 16:03Economic Buyer
- MODULE 5 · 14:53Champion
- MODULE 6 · 15:27Decision Process
- MODULE 7 · 24:08Paper Process
- MODULE 8 · 24:53Competition
Module 1 of 8 · 21:49
Metrics: Build a Business Case Buyers Fund
Metrics are what the problem is costing, delaying, risking or preventing, in numbers you can defend. You'll learn how to find the levers, turn time savings into hard business outcomes with the So What Ladder, build a one-page business case buyers challenge and validate, and move every number from Metric Hypothesis to Metric Agreed to Value Realized. This first module also sets up the whole course: MEDDPICC as a blind spot detector, the six criteria from Deal Management, and the red, yellow, green grades you'll use on every letter.
18 chapters
Module 2 of 8 · 22:51
Identify Pain: Find the Real Problem
Identify Pain is finding the real problem behind the one every buyer states. You'll learn how to climb from Surface Pain to Second-Order Effects to Business Implication, run a reverse demo, uncover professional and personal pain through every stakeholder's lens, and run a first meeting that earns the second. Plus why deals die between meetings one and two, and how to score Pain honestly.
18 chapters
Module 3 of 8 · 15:37
Decision Criteria: Shape Criteria Before Rivals
Decision Criteria are how the buyer will judge you, and if you don't shape them, your competitor will. You'll learn the Technical, Relationship and Economic lenses, how to plant landmines and expand the pie, build a reverse RFP scorecard, run every demo as tell, show, tell, and lock must-haves in Solution Alignment so the buyer picks you for outcomes, not features.
17 chapters
Module 4 of 8 · 16:03
Economic Buyer: Find Who Controls the Money
The Economic Buyer is the person who can create or allocate budget at your deal size, and "we don't have budget" usually means you never found them. You'll learn the difference between the Economic Buyer and the Executive Sponsor, how to test the money instead of the title, three ways to get access, how to handle "it's my decision," and when to run the Executive Alignment play.
18 chapters
Module 5 of 8 · 14:53
Champion: Tell a Coach From a Champion
A champion isn't someone who likes you. It's someone who spends political capital to push for change with your solution. You'll learn the three-part test (access to power, uses it, sells for you when you're not there), how to build champions on purpose, how to tell a contact from a coach from a champion, and how to spot a champion going cold or a blocker before they stall your deal.
16 chapters
Module 6 of 8 · 15:27
Decision Process: Build a Plan Buyers Own
Decision Process is how the buyer will actually decide: who approves, who signs, in what order and by when. You'll learn how to ask "when do you want to be live?", build a backwards timeline and a Mutual Action Plan the buyer owns, put a daily price on delay, and catch the moment green slips to yellow before your close date moves.
16 chapters
Module 7 of 8 · 24:08
Paper Process: From Yes to Signed, No Surprises
Paper Process is the legal lane: everything between the decision to buy and the signature. You'll learn how to run legal, security and procurement in parallel, name your deal breakers before redlines start, write the expedited procurement brief, protect your price with give to get, and get to best and final fast so you can forecast the signing date down to the day.
18 chapters
Module 8 of 8 · 24:53
Competition: Beat the Status Quo and Every Rival
Your biggest competitor usually isn't on the shortlist. It's no decision. You'll learn the four gates every deal passes through (status quo, named competitors, build vs buy, and resource and priority), how to plant landmines and put competitors in a box, beat decision fatigue with nuance, and defend your price when you cost twice as much. The final module pulls all eight letters of MEDDPICC into one weekly system.
17 chapters
Prefer YouTube? Watch the full playlist and subscribe to @DavidWeissDealDoc for new plays and tips.
Questions
About the course
Is the MEDDPICC Master Class really free?
Yes. All eight modules are free to watch here and on YouTube, with no sign-up. The templates the course uses, including the MEDDPICC scorecard, business case template and mutual action plan, are free on the Tools page.
How long is the course?
About 2 hours 35 minutes in total. Each module runs about 15 to 25 minutes and ends with a grading bar and one move to make that week, so you can take it one letter at a time.
Do I need to know MEDDPICC already?
No. Module 1 sets up the whole framework and the red, yellow, green grades before it teaches Metrics. If you already use MEDDPICC, the course shows you how to grade each letter on evidence instead of opinion, which is where most rollouts break.
What order should I watch the modules in?
In order, 1 to 8. The course follows the order deals actually need the letters, starting with Metrics and Pain and ending with Competition, which pulls all eight letters into one weekly system.
How is this different from other MEDDPICC training?
Most MEDDPICC training teaches what the letters stand for. This course teaches how to run a deal with them: every letter is graded red, yellow or green on evidence, mapped to the six Deal Management criteria, and paired with the plays that move it. It's taught by David Weiss, drawing on 20 years and more than 10,000 deals.
Want it running in your team?
The course teaches the system. DealDoc builds it into your team's deal reviews, forecast calls and CRM, so it sticks after the training ends.