MASTERS OF MEDDICC

Masters of MEDDICC - The Art Of Decision Criteria With Luke Rogers - #Episode 17

May 16, 2024

Join Luke Rogers, VP of EMEA at ComplyAdvantage, as he shares insights from his impressive journey in sales leadership. He discusses redefining success in leadership, urging a focus on quality over mere revenue. Luke highlights the importance of empowering sales teams and maintaining strong client relationships through thoughtful interactions. The conversation explores the role of automation in sales communication and the perils of generic outreach. Packed with actionable tips, this discussion is a treasure trove for aspiring leaders and sales professionals.

01:08:02

Episode guests

Luke Rogers

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Adopting a proactive mindset distinguishes great salespeople as they embrace challenges, enhancing their confidence and capabilities in sales.

Building strong, strategic relationships with champions in client organizations is essential for effectively guiding the sales narrative and decision-making processes.

Establishing well-defined decision criteria collaboratively with champions early in the sales process helps influence potential buyers and fortify positions against competitors.

Deep dives

The Importance of Mindset in Sales

Adopting a proactive mindset is crucial in sales, distinguishing great salespeople from average ones. Great salespeople actively seek out challenges and run towards difficult tasks, believing in the value they bring to potential clients. They recognize that if sales were too easy, everyone would succeed, which would diminish their own unique value and the worth of their offers. This mindset not only enhances their sales capabilities but also instills confidence in their ability to generate transformational outcomes for their clients.

Intro

3min

From Fixing Computers to Building a Tech Business

2min

From Corporate Constraints to Growth Mindset

3min

Empowering Leadership in Sales Success

25min

Mastering the Art of Selling

27min

Building Client Relationships: The Banking Metaphor

5min

The Impact of Automation on Sales Communication

2min

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 be a truly successful leader, and the top mistakes people make when they THINK they’re using MEDDPICC.

One thing that stands out: We need to re-analyze the way we think about success. Andy and Luke talk about the bad habits that can arise when leaders focus too much on revenue and not on the ‘how’ of winning. Is it about quantity, or is it about quality?

The vast majority of the time, if you ask your customer why they went with your solution, they will say it’s because of your team. Luckily, this episode is bursting with actionable tips to take you (and your team) to the next level.

Luke is VP of EMEA at ComplyAdvantage. Having originally started his career working for Jeremy Duggan (a McMahon prodigy) as the 1st UK AE at AppDynamics in 2013, he claims the Playbook changed his life. While at AppDynamics, he has held numerous international senior leadership positions in AMER and EMEA, pre and post-the $3.7B Cisco acquisition. In 2020 he joined and founded worldwide sales at Instabase, growing ARR by 10x in 3 years. Now he is using the Playbook to help beat financial crime, a $3.5T per year problem for which ~$280B per year is spent fighting it. Unfortunately <1% of criminal proceeds are ever seized, the system is broken and they intend to fix it. Luke is a father of 2 girls and is passionate about using the ICCEE criteria together with a culture of coaching to solve the diversity crisis in SaaS sales. Luke supports multiple children's charities and is an avid mountain biker and lover of all things tech.

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