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 down.”
Timestamps:
[00:08] Introduction to Lucy Williams Jones
[02:09] Background on Lucy
[07:24] Criteria for working in a new company
[08:33] Misconceptions in Meddicc
[09:30] Leaving BMC
[12:28] The recruiting process
[13:42] Three traits to look for
[18:43] Learned behavior
[20:32] Being open vs being desperate
[25:21] Measuring success
[31:30] Covid diagnosis
[34:21] Personal connections and vested interests
[35:52] What have you learned going from individual contributor to leader?
[42:22] Underlying talent in addition to MEDDIC
[45:05] What is the most important part of MEDDIC
[54:54] Using your champion
[56:36] Overview of PRV process
Key Points:
- Three traits to look for when recruiting potential salespeople
1. Coachability
2, High EQ
3. Affinity for pipelines generation
- Remain open and embrace the sales process. Don’t try to cut corners and have confidence in your ability
- To become a great leader, one must put themselves in the salesperson shoes, set a scene early in the playbook, and be strong during the discovery stage
- Those most elite salespersons are seen as consultants
Popular Podcasts
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.