Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!
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.
Episodes
21 episodes
Masters of MEDDICC - How To Build A Diverse Winning Team With Josh Reiner
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 m...
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 pri...
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 ...
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 believ...
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...
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’ ca...
Masters of MEDDICC - MEDDPICC as a Game-Changer with David Weiss - Episode #13
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 ...
Masters of MEDDICC - How to build a sales team ready for battle with Richard Dufty - Episode #12
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 ...
Masters of MEDDICC - Jason Creane: Transformative SaaS Sales Leader and multiple Presidents Club Winner - Episode #11
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 recruitme...
Masters of MEDDICC - Caroline Franczia, Columnist, Board Advisor and startup/scaleup CEO whisperer - Episode #10
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. Car...
Masters of MEDDICC - Andy Sadler: 2x CRO, Built 4x revenue teams to over $10bn in exits - Episode #9
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
Masters of MEDDICC - Lucy Williams-Jones - 21x Presidents Club winner - Episode #8
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.
Masters of MEDDICC - Why every revenue team needs MEDDIC as a common language - Bonus Episode
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 quali...
Masters of MEDDICC - Eric Marterella - 3 Time CRO - Episode #7
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...
Masters of MEDDICC - Thibaut Ceyrolle - EMEA Founder of Snowflake - Episode #6
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 an...
Masters of MEDDICC - John McMahon - The GOAT - Greatest Sales Leader of All Time - Episode #5
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, Gla...
Masters of MEDDICC - The Inventor of MEDDIC - Episode #4 - Dick Dunkel
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, fo...
Masters of MEDDICC - What is the correct acronym for MEDDIC? Is it MEDDIC? MEDDICC? MEDDPICC? - Bonus Episode
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...
Masters of MEDDICC - Travis Patterson - 10 Times Enterprise Sales Leader - Episode #3
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 e...
Masters of MEDDICC - Cliff Dorsey - 23+ years of enterprise sales leadership experience - Episode #2
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 a...
Masters of MEDDICC - Keno Helmi - 5x CRO - Enterprise Sales Leader - Episode #1
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 ...