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 and before the as a Captain in the US Army (yup, wow!). Cliff picked up MEDDIC at PTC and it has been part of his playbook ever since. Cliff talks brilliantly about how to combine MEDDICC into the Challenger Sales and in particular the Challenger Customer. I feel as though I have come away from this conversation as a measurably better sales leader, and I am sure you will benefit from Cliff's wisdom too.