*COMING SOON* How to own the Sales Cycle

*COMING SOON*

Program Overview

The Buffalo Leadership Academy MEDDPICC™ course equips sales professionals with a proven, structured framework to accelerate enterprise sales cycles, qualify opportunities more effectively, and consistently close complex deals.

Rooted in the globally recognized MEDDPICC™ methodology, this program focuses on mastering the eight key elements required to understand customer priorities, build stakeholder alignment, and drive predictable revenue growth.

Participants will learn to uncover decision-making criteria, identify champions, map buying processes, and establish measurable success metrics that resonate with executive stakeholders — positioning themselves as trusted advisors rather than transactional sellers.

Learning Objectives

By the end of this program, participants will be able to:

1. Master the MEDDPICC™ FrameworkUnderstand and apply the eight components — Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition.

2. Improve Qualification AccuracyLeverage MEDDPICC™ to quickly identify high-value opportunities and avoid wasting time on low-probability deals.

3. Strengthen Executive ConversationsDevelop insights and business acumen to influence decision-makers and economic buyers effectively.

4. Shorten Complex Sales CyclesUse MEDDPICC™ tools and techniques to move deals forward faster by anticipating stakeholder needs and organizational processes.

5. Build Trusted Advisor RelationshipsPosition yourself as a consultative partner focused on solving strategic business problems rather than selling products.e partner focused on solving strategic business problems rather than selling products.