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MEDDICC
MEDDICC
NOTES
GUESTS
KEY TAKEAWAYS
  • Top performers commit to continuous development. The best sellers actively invest in their growth, choose environments that elevate their skills, and stay patient and resilient through difficult periods.
  • Winning enterprise deals requires economic precision. Today's Economic Buyer is often the CFO, so sellers must build CFO-ready business cases, align Champions tightly to value, and anchor everything in clear, measurable outcomes.
  • MEDDPICC creates discipline and focus. Using MEDDPICC from the start helps qualify fast, build strong Champions, shape Decision Criteria, and set deals up correctly so the process moves with clarity and control.
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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.

adam

Adam Quartermaine

SVP, EMEA at Harness

GUEST

Adam started his career in investment banking before making the move into enterprise sales - a pivot that stuck. He's since spent 20+ years in the industry, with stints at Oracle, EMC, and BladeLogic (acquired by BMC), where he worked alongside some of the names that shaped modern enterprise sales. Six years at Sprinklr followed before he joined Harness, where he now leads EMEA for the modern software delivery platform trusted by some of the world's largest companies.

ABOUT THIS EPISODE

SHOW MASTERS OF MEDDICC
EPISODE S1 | EP14
DURATION 64 mins
PUBLISHED 2023
Video Masters of MEDDICC Masters of MEDDICC - Season 1

CHAPTERS

01:11 Intro & Adam's Origin Story
06:02 The BladeLogic Effect - Finding Your Level Up
08:54 Self-Development as a Non-Negotiable
12:18 Why Tough Markets Are a Gift
15:50 The CFO as Ultimate Economic Buyer
24:46 How to Prepare Your Champion for the CFO
34:20 The Detractor Is Your Best Opportunity
44:42 Selling to the CMO vs. the CIO
51:10 Curiosity and Vulnerability as Elite Seller Traits
59:14 Favorite MEDDIC Element — and the Most Misused

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