Pricing
Login
Previous Episode
MEDDICC
MEDDICC
NOTES
GUESTS
KEY TAKEAWAYS
  • The fundamentals never fully "click" and stay clicked. Even at top 1%, the groove kept moving ahead. Treating it as a gap to keep closing, not a place you arrive, is what sustains performance.
  • Success has to be conscious to repeat. Closing on gut feel is a hot hand. Without knowing the skill behind the result, you can't replicate it. The coach's job is to make reps aware of what actually worked.
  • Coachability is a trait, not a function of experience. As knowledge goes up, coachability often drops. Keeping it high at every level is what separates lasting top performers.
image 1 (1)

Andy Whyte

CEO & Founder of MEDDICC

HOST

Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star-rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on 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.

Untitled design (16)

Jason Creane

Sales Leader

GUEST

Jason started his sales career at Gartner before joining AppDynamics, where the business was acquired by Cisco for $3.7B in 2017. He spent six years at Zscaler, progressing from first-line leadership to VP of Strategy and Enablement, where he designed training programs for new VPs of Sales across EMEA. Most recently he was VP Europe at Varonis, before joining Cursor as their first GTM hire in UK&I, brought in alongside former AppDynamics and Zscaler leadership to build out the AI company's go-to-market in the region.

ABOUT THIS EPISODE

SHOW MASTERS OF MEDDICC
EPISODE S1 | EP11
DURATION 33 mins
PUBLISHED MEDDICC
Video Masters of MEDDICC Masters of MEDDICC - Season 1

CHAPTERS

0:00 Continuation: What came next in Jason’s career
5:43 Building relationships and champions
8:56 Jason’s very own MEDDICC Analogy - (Andy approved)
17:14 What is the most important part of MEDDPICC?

GET MORE MEDDICC IN YOUR INBOX

MEDDPICC details you can apply in your deals. Every month.