Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!

Before working with MEDDICC, Microlise's sales forecast accuracy sat at 25%. Today it's 85%. In this episode, MEDDICC CEO Andy Whyte sits down with Mike Blackburn, CRO at Microlise, to find out what actually changed. Not just the numbers, but the language, the culture, and the mindset that comes with knowing your forecast is real. Mike shares how he went from dismissing MEDDIC when he fi...

25. That's the number of consecutive Presidents Clubs Lucy Williams-Jones has qualified for. Across some of the greatest companies in our industry, BMC, MongoDB, Datadog and now Astronomer, Lucy has built one of the most consistent and decorated careers in enterprise sales.  In this episode, Andy Whyte sits down with Lucy to unpack what separates a lucky career from a legendary one. From the...

In this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ. This might be controversial, but Josh doesn’t like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more preconceived ideas about what your solution can (or can’t) do. Josh tells Andy all about why it’s more important to be able to go into cu...

In this episode of Masters of MEDDICC, we have the first ever returning guest as friend of MEDDICC and CRO of Team Cymru, Richard Dufty, joins Andy in the studio.  In the modern landscape of our industry, one of MEDDICC’s guiding principles has never been more true: prudent, not parsimonious. When running a business, being smart and using common sense when it comes to business spend is how you ens...

In the latest episode of Masters of MEDDICC, MEDDICC CEO Andy Whyte is joined by Luke Rodgers, VP of EMEA at ComplyAdvantage. Together they cover a wide range of topics on the intersection of MEDDPICC and leadership, including what it takes to be a truly successful leader, and the top mistakes people make when they THINK they’re using MEDDPICC. One thing that stands out: We need to re-analyze the...

In this episode of Masters of MEDDIC, MEDDICC CEO Andy Whyte sits down with Marina Ayton, VP of Strategic Accounts for the UK&I at ZScaler. From an early age, Marina has been inspired to work hard. She tells Andy about what she believes is essential, in any role, to get where you want to be. Succeeding in sales isn’t easy – she and Andy share some best practices for building rapport with custo...

SHOWNOTES Get ready for the latest episode of Masters of MEDDICC! Host Andy Whyte chats with experienced revenue leader, Jeff Miller, current CRO of StarTree. Listen and have a chuckle as the two talk about their shared history of selling door-to-door - and what they learned from it. The way you communicate with your customer can make or break a deal or engagement. There are a lot of opinions out...

In this episode of Masters of MEDDIC, MEDDICC CEO Andy Whyte is joined by Adam Quartermaine to dive into numerous ways MEDDPICC acts as a compass to success, both in your career and in your deals.  Being too wary of the word ‘no’ can be a salesperson’s downfall. Adam talks to Andy about how getting an early ‘no’ can be the key to a final ‘yes’. Development is crucial for sales people, and part of...

In this Masters of MEDDIC episode, MEDDICC CEO Andy Whyte sat down with David Weiss to uncover how MEDDPICC utterly transformed the way he sells and why he teaches it to as many people as possible (including people knocking on his door to sell pest control services!). David Weiss has 20 years of experience as a sales leader, and is currently CRO at Sales Collective, a company dedicated to sales tr...

In this Masters of MEDDICC, hosted by Andy Whyte, Richard breaks down how both sales reps and sales leaders can break through emotional and mental barriers to become the best they can be. That can be anything from embracing a stoic approach to the sales rollercoaster to building a strong network to fall back on when times are tough. Richard has taken brave step after brave step, quite literal huge...

Today on Masters of MEDDICC, we welcome Jason Creane to the show.    Jason Creane has never been one to rest on his laurels and that’s proven by his impressive sales career spanning over 12 years. First starting out in recruitment after back-packing across Nepal to working his way up the ranks to Regional Vice President at Zscaler, all-the-while achieving extraordinary results and even making Pres...

Today on Masters of MEDDICC, we welcome Caroline Franczia to the show.    Caroline Franczia has had a succesful career spanning over 15 years in the sales industry, working at brands such as Sprinklr, Datadog and Confluent. Caroline is known for shaking the ground of the tech scaleup world with a revenue architecture approach. A regular columnist for Maddyness, she’s a board advisor, Speaker, star...

We are extremely excited to get our latest episode of Masters of MEDDICC live, with the EMEA hyper-growth specialist Andy Sadler , GM of EMEA at the mega Imply ! 🙌 In this episode, we dig into Andy's epic career in B2B sales that spans over 20 years and includes 16 quarters at PTC and being part of John McMahon 's legendary Bladelogic team. Andy's association with the GOAT's o...

Today on Masters of MEDDICC, we welcome Lucy Williams-Jones to the show.  Lucy has gained over 20 years of sales experience and is a regional director for Datadog, leading a team of enterprise reps in the UK and Ireland.  In this episode, Lucy shares her strategy behind recruitment that leans heavily upon MEDDIC. We discuss desired traits in potential prospects and dissect what sets a good salespe...

The world's most elite sales teams use MEDDIC as a common language across their entire revenues in everything aspect of their engagements with their customers. MEDDIC, or as it is more widely used today as MEDDICC or MEDDPICC is a qualification framework that helps revenue professionals to align their selling process in line with their customers buying process. Specifically, the Who, What, an...

This episode centers around the life and thinking behind Eric Marterella, Chief Revenue Officer at GTM Hub.  In the episode, Marterella is asked a series of questions that helps the viewer gain insight into his character, viewpoints, and work ethic- further helping him come across as a very genuine and honest person. The podcast covers a wide range of topics such as: family life, current global ev...

Andy talks with the EMEA founder of Snowflake, Thibaut Ceyrolle. Andy picks Thibaut’s brain for advice concerning how to find and hire elite sellers. They discuss what made him and Snowflake successful, how to build effective Champion and how to use the Decision Criteria.   Key takeaways: (01:02) Thibaut introduces himself and goes into his past in the software industry. While he is also discussin...

John McMahon is the greatest sales leader of our time. Both as the CRO of 5x public companies (PTC, GeoTel, Ariba, BladeLogic, BMC) and as an executive board advisor to some of the greatest companies of the last decade, such as AppDynamics, Glassdoor, HubSpot, Fuze, Sumo Logic, Sprinklr, Cybereason, Thoughtspot, MongoDB, Lacework, and Snowflake. In this session, we talk about John's new book...

Today on Masters of MEDDICC, I am joined Dick Dunkel, the creator of MEDDIC.  Dick started his sales journey selling books door to door in college while studying civil engineering. His first professional sales job was with Xerox, followed by PTC.  PTC would be where he came up with the six elements of MEDDIC.  In this episode, Dick shares his experience from how he came up with MEDDIC through to h...

2021 is the year of MEDDIC - Whether you are a veteran of the methodology from its earliest inception at PTC, right through to someone that is just learning about MEDDIC for the first time you can be more successful in 2021 by embracing MEDDIC . But, there is an elephant in the room, right? Which variant of MEDDIC should you implement? Well, as you will have noticed there are many variants. The mo...

  Episode Summary  In this episode of Masters of MEDDICC, Andy talks to Chief Revenue Officer at Imply, Travis Patterson, about hiring, sales, and recruiting.  Travis has over 20 years of experience working in enterprise sales, having taken up roles at Opsware, Aviso, SignalFx, IronKey, PTC, BladeLogic, and Mesosphere.  Today, we explore what makes a good seller, how Travis goes about finding thes...

In this episode, we meet Cliff Dorsey, CRO of Welcome (formerly NewsCred). Cliff has been leading enterprise sales teams for over 23 years in a technology career that started at PTC in 1997 that was preceded by a spell in Biotech sales and before the as a Captain in the US Army (yup, wow!). Cliff picked up MEDDIC at PTC and it has been part of his playbook ever since. Cliff talks brilliantly about...

In the very first episode of Masters of MEDDICC, we are joined by Chief Revenue Officer and former PTC constituent, Keno Helmi. Keno shares his knowledge of sales methodology, enterprise sales process, and leadership, as well as how to arm and educate your champion. With many years of experience under his belt, Keno makes sure to leave no stone left unturned.   SEGMENT TIMESTAMPS: (00:10) Intro (0...