MEDDICC MEDIA

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...

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 ...

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 ...

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 moni...

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 ...

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 ...

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 capturi...

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 epi...

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 f...

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 implement...

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 ...

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 kno...

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 p...

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 events, the work of the company, and w...

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 discussing the need to acquire skills in entrepr...

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 'The Qualified Sales Leader',...

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 how it has helped him shape his career,...

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 most popular that are implemented today ...

 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 these sellers, the importance of good leade...