Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDD...
Masters of MEDDICC - Authenticy & Trust with Richard Dufty - Episode #18
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 ensure longevity.Richard believes that right now, GTM isn’t working as it should, and people need to acknowledge the problems that can create. That’s why it’s more important now than ever to beware the danger of siloes and focus on playing for the team, not the individual. When the whole team has a common language and pulls in the same direction, that’s where success comes from.Check out this episode to hear about how MEDDPICC helps teams work together and keep the focus on value. More about Richard:Richard moved with Symantec from Sydney Australia to Silicon Valley in 2007 after closing the biggest deal of the year globally. Rising through the ranks Richard helped grow various business units including Managed Security Services to $200M+.Richard then joined AppDirect as their first VP and helped lead them from $1m to $100m in 4 years to unicorn status. He then became CRO of Australian founded, now San Francisco HQ cybersecurity company Arkose Labs and helped them grow 3X in 2 years.He recently joined Team Cymru as CRO, and is excited about the opportunity ahead.When not in SF or traveling around the globe, Richard spends his weekends at home in Southern California with his wife Aya, and kids Chloé, Riley and Noah.
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Masters of MEDDICC - The Art Of Decision Criteria With Luke Rogers - #Episode 17
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 way we think about success. Andy and Luke talk about the bad habits that can arise when leaders focus too much on revenue and not on the ‘how’ of winning. Is it about quantity, or is it about quality?The vast majority of the time, if you ask your customer why they went with your solution, they will say it’s because of your team. Luckily, this episode is bursting with actionable tips to take you (and your team) to the next level. Luke is VP of EMEA at ComplyAdvantage. Having originally started his career working for Jeremy Duggan (a McMahon prodigy) as the 1st UK AE at AppDynamics in 2013, he claims the Playbook changed his life. While at AppDynamics, he has held numerous international senior leadership positions in AMER and EMEA, pre and post-the $3.7B Cisco acquisition. In 2020 he joined and founded worldwide sales at Instabase, growing ARR by 10x in 3 years. Now he is using the Playbook to help beat financial crime, a $3.5T per year problem for which ~$280B per year is spent fighting it. Unfortunately <1% of criminal proceeds are ever seized, the system is broken and they intend to fix it. Luke is a father of 2 girls and is passionate about using the ICCEE criteria together with a culture of coaching to solve the diversity crisis in SaaS sales. Luke supports multiple children's charities and is an avid mountain biker and lover of all things tech.
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Masters of MEDDICC - High-Performance Sales Leadership with Marina Ayton - Episode #16
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 this episode; Andy and Marina dive into the things people don’t know about sales leadership, discussing certain paths people can take to become truly great sales leaders. Full of useful insights and stories you can learn from, this episode is a must-listen!Marina Ayton is the Vice President of Strategic Accounts for the UK at ZScaler. She is also the founder / co-founder of a number of companies including London Velvet, Enchanted Trees, and more recently founded Pink Diesel. She has an active interest in investing in early stage companies (SEIS and EIS) and was also the Education Chair for Young Presidents Organisation. She is currently a member of the Board @The Prince's Trust RISE program.
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Masters of MEDDICC - How to Build Sales Relationships with Jeff Miller - Episode #15
SHOWNOTESGet 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 how MEDDIC can underpin it all, and help you explain the value of your solution to your customers.Andy and Jeff discuss how their ADHD acts as a superpower in sales. Jeff, as always, ties it back to the customer, comparing how he explained how his ADHD makes his brain work differently to understanding that every customer will think differently to you. ABOUT JEFF:Jeff Miller is the Chief Revenue Officer at StarTree, leading the company’s go-to-market strategy across its Sales, Revenue Operations, Solutions Engineering, Customer Success and Product-Led Growth teams. Jeff brings more than two decades of experience leading, managing and growing successful sales teams and exponentially increasing revenue for high-growth tech companies. Prior to joining StarTree, Jeff served as the CRO of Cockroach Labs, where he helped lead the company to its Series F stage and a $5billion valuation with over 250 customers. He previously served as Senior Vice President of Sales at Hortonworks, leading the organization to become the fastest-growing software company ever to get $100million in ARR and a successful IPO.
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Masters of MEDDICC - Level Up your Sales Teams with Adam Quartermaine - Episode #14
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 you’ll learn when it’s easy.”Adaptability is an essential quality of a salesperson. More and more often, the Economic Buyer is the CFO, so you need to earn their time. Together, Andy and Adam discuss the importance of explaining not what you do and how, but why the Economic Buyer should care. Tune into this episode to hear Adam’s quick tips for selling to the C-suite (and what not to wear). Adam is GVP Europe at Sprinklr. Prior to Sprinklr, Adam held leadership and AE roles at BMC, BladeLogic, Salesforce and EMC. Adam is passionate about scaling, sales excellence, the recruitment and development of top talent, continuous improvement, diversity & inclusion. Adam is a father of 4, loves sport and is an avid supporter of the Childrens Hospice, Shooting Star.
Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC. Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.
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