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 customers, especially in this new, predominantly remote environment. Leadership is a large focus of...

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 there about the best way to do it - product-led or open-source? Either way, Andy and Jeff look at...

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 that development comes with failure. As Adam says, “You’ll learn a lot more when it’s hard than...

Seeing people using Decision Criteria incorrectly is heartbreaking, because this element of MEDDPICC can truly unlock success in your deals. In this episode, the MedMen dive into everything that people get wrong with Decision Criteria. Andy and Pim explore common errors people make when approaching the Decision Criteria, such as assuming that customers will always possess them and that once identified, these criteria remain set in stone. Remember, you are a professional seller, but your...

In this episode, Pim chats with Harriet MacEacharn from Darktrace about a groundbreaking deal that highlights the significance of multi-threading. Taking about 18 months from beginning to end, with 4 million TCV, it was one of the biggest deals in EMEA at the time. As is the true sign of an elite dealer, when Harriet looks back at this deal, despite her not using MEDDPICC at the time, she recognizes its pivotal elements as driving forces behind the deal's success. Talk about a killer...

Attention to detail is needed when dealing with the Economic Buyer. You don’t want to under-qualify them, but over-qualifying them can do equal damage! In this episode, the Med Men take a close look at what people typically get wrong with the Economic Buyer. Andy and Pim talk about the need to accept change - that as circumstances and deals change, so will the Economic Buyer. But, if you keep your wits about you, you can still find success with the Economic Buyer.  If you have any questions...

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 transformation. There, he pursues his passion for finding challenges people face and working with...

In this episode, Pim chats with Misha Jessel-Kenyon about one of the toughest and most enjoyable deals of his career so far. With $1.1m in ARR and nearly 100 stakeholders involved from both sides, this one was HUGE. “You’ll lose a deal many times before you win a deal.” The two dive into how essential the persistent use of MEDDPICC is to a deal of this size, and how carefully wielding all the steps at different levels can secure executive engagement and a mega deal. They talk about how...

Metrics - they’re not easy, but that means if you nail them, you have the edge in your deals. In this episode, the Med Men break down the three things that people get wrong when it comes to Metrics. Andy and Pim talk about the importance of asking yourself the question, “Who cares about this?” as well as how you can carry Metrics through to all stages of the Customer Lifecycle. If you have any questions about using Metrics, or any suggestions of what you’d like to see the Med Men cover...

Elite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special. In the second episode - Pim chats to Emerging Manager at GoCardless, Conor Hyland.  Conor Hyland is an Emerging Manager at GoCardless, who has a 10-year career that has taken him across the globe. Of his 10 years in the sales industry, 7 were spent in the Middle East....

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 jumps (from Australia to the States!) to pursue that next challenge and embody the mindset of...

The Med Men Show: MEDDIC and Deal Reviews  Deal Reviews: for some salespeople, they’re a nightmare. But when done right, they can be a rewarding reflection of you and your team’s skills and can drive you all to greater success. In this episode, the Med Men talk all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful. Deal reviews can be a fantastic way to instil a trusting culture in your team, as they allow your salespeople to be vulnerable...

In the newest episode of our MARKETING MEDDICC Podcast, our Head of Marketing, Jessica Walker chats with 6Connex CMO, Luiz Martins. 6Connex is a leading provider of in-person, virtual, and hybrid events for enterprises worldwide. Under Luiz’s supervision, 6Connex has grown tremendously, and its success will only continue! Together, Jessica and Luiz discuss his marketing journey, from how he knew he wanted to work in marketing to his position with 6Connex. Luiz talks about how it is...

Elite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special. In this first episode, Pim talks with Alex Kane - a Strategic Account Executive where they discuss a deal involving a food trucking company that has a fleet of thousands of catering trucks and their need to monitor and report on each truck and its inventory. In this...

SE’s (Sales Engineers or System Engineers) are an essential part of a typical account team, referred to as ‘The Brains’ by Andy and without them - it’s incredibly difficult to get deals across the line.  It’s becoming increasingly more common for customers and those new to implementing MEDDIC to ask ‘Should we include SE’s on our MEDDPICC adoption journey?’  You already know what we think: MEDDIC is best adopted when it’s applied as a common language.  And in this episode, the Med Men give...

In this first-ever MARKETING MEDDICC Podcast, our Head of Marketing, Jessica Walker catches up with leading CMO, Meagen Eisenberg. They discuss;  - Scaling, building and managing a growing marketing team - The benefits of both sales and marketing teams speaking MEDDIC as a common language - And then, how these teams should work together to drive results Meagen Eisenberg is a seasoned executive, board member, and advisor to some of the fastest-growing and most successful companies in...

THE BOYS ARE BACK.. and with a bang!  SDRs, we all love them.. they are a vital part of our sales process and the way in which we interact with customers. They’re typically the first point of contact for customers too.  In the same breath, they’re usually the newest to the industry in which they’re working in, and the newest to the product that they’re selling..  So why is it that we task them with this great responsibility of capturing a prospects attention, without setting them up for...

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 President’s Club.  In this jam-packed episode, Jason shares so many incredible insights. We’ll take a...

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, startup/scaleup CEO whisperer, and the founder of Uppercut First and we're extremely excited to have...

NEW PODCAST ALERT! Introducing Mad Men.. no wait that’s not right, we mean MED MEN. A brand new podcast bought to you by us, uncovering common questions around MEDDIC. Our first Pilot sees Pim Roelofsen and Andy Whyte discuss the considerations around implementing MEDDIC and how three phases could support a company in becoming a truly world-class sales organisation. In this episode, Pim and Andy discuss; [00:20] Experience in implementing MEDDIC / MEDDICC / MEDDPICC [01:40] The three phases a...

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 of our industry doesn't stop with John, as he has also worked with revenue leadership titan Mark Cranney A two-time CRO,...

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 salesperson apart from a great one!   “…I know that I am engineered as a salesperson deep...

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, and How of the customer's buying process. MEDDIC helps revenue teams to focus on the following key...