Week 3: DealSMARTS & MEDDIC Methodologies

## Module Overview This week introduces two powerful frameworks for managing complex sales cycles: DealSMARTS and MEDDIC. You will learn how to apply these methodologies to qualify opportunities rigorously, identify key players, understand decision processes, and ultimately close more strategic deals. ### Key Learning Objectives - Apply the DealSMARTS framework to your active opportunities. - Use MEDDIC to identify gaps in your sales strategy. - Understand the roles of the Economic Buyer, Champion, and other key stakeholders. - Improve sales process discipline and forecasting. ### Content - **Video Lecture:** Introduction to MEDDIC (30 mins) - **Workshop:** Applying DealSMARTS to a Real-Life Scenario - **Template:** MEDDIC Checklist - **Assignment:** Complete a MEDDIC analysis for one of your key accounts.