#88 Rolling Out SPICED across a 750-Person Sales Org - with Julien Cerutti, VP of Global Revenue Strategy at Meltwater

Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.

We cover:

• Why Meltwater chose SPICED over MEDDIC or BANT

• How to structure deal inspection cadences that actually work

• Building methodology into your CRM, scoring, and dashboards

• Why enablement isn’t enough—and how to align managers

• Using AI agents for deal scoring, inspection, and coaching

• What “10x sellers” might look like with operational AI support

Julien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/ 

Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠

Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠  ⁠ 

Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Meet Julien & His Role at Meltwater

(00:03:00) Choosing SPICED & Aligning Global Teams

(00:07:20) Operationalizing SPICED in Salesforce

(00:11:45) Why Deal Inspections Need Their Own Cadence

(00:15:40) Enabling Managers to Drive Adoption

(00:20:00) AI Use Cases: Scoring, Coaching, Feedback

(00:24:15) Vision for 10x Sellers with AI Agents

(00:28:40) Book Recommendations & Closing Thoughts