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MEDDICC
MEDDICC
NOTES
GUESTS
KEY TAKEAWAYS
  • The Champion is the most important element. No deal is won without a Champion. A true Champion has power and influence, a selfish vested interest in backing you alone, access to the Economic Buyer, and the willingness to take you there.
  • Willingness to introduce you is the truest test. The shortest path to validating a Champion is their willingness to take you to the Economic Buyer; if they do, your chances of winning rise dramatically.
  • Sales infrastructure and operations are essential to scale. An effective sales leader cannot succeed without strong sales operations to maintain clean data, enforce process, surface stale deals, and maximize the science of selling.
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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.

Keno Helmi

Keno Helmi

GUEST

Keno started his career as an economics professor before discovering sales and never looked back. He cut his teeth at PTC, where the MEDDIC methodology was born, and credits that time as the experience that shaped everything since. Over 18+ years leading sales teams from startups to publicly traded companies, he's scaled businesses from $1.5M to $750M in revenue, consistently growing 125--300% annually. He currently leads GTM for the Americas at Loftware, and also serves as CRO at CloudBolt.

ABOUT THIS EPISODE

SHOW MASTERS OF MEDDICC
EPISODE S1 | EP 1
DURATION 46 mins
PUBLISHED 2020
Video Masters of MEDDICC Masters of MEDDICC - Season 1

CHAPTERS

0:10 Intro & Keno's backstory
05:05 Replacing PTC salesforce with other technologies
09:10 Hiring profile
12:58 Change in approach
17:10 Adam Smith, the first economist
22:17 Champion as an important element of MEDDICC
28:30 How to build your champions into understanding mutual wins
32:29 PTC and paper processes
36:45 Similarities to forecast methodology, account plan, and sales process in different companies
43:25 Importance of the Head of Sales Ops

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