MASTERS OF MEDDICC

Masters of MEDDICC - How To Build A Diverse Winning Team With Josh Reiner

Feb 27, 2025

Josh Reiner, VP of EMEA at Wiz, shares his unique perspective on sales dynamics and leadership. He expresses a strong dislike for conventional leads, advocating for open-minded customer engagements instead. The conversation reveals why A-Players thrive on challenge rather than financial incentives, emphasizing the need for strong leadership to motivate them. Josh also discusses the significance of diversity in team building and how technology should complement—not replace—personal credibility and effort in the sales landscape.

01:22:43

Episode guests

Josh Reiner

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Understanding that technology enhances sales but credibility and personal effort remain paramount is essential for modern sellers.

Building diverse teams fosters innovation and effectively meets various customer needs, leading to improved business outcomes.

Adopting a value-driven approach rather than focusing on competition helps establish stronger relationships with informed customers.

Deep dives

Investing in Your Career

It's crucial to recognize when you need to invest time in learning your craft, particularly in sales. Even if you have experienced a promotion, it’s essential to focus on developing a repeatable sales process. Finding a way to enter a new organization, regardless of your current standing, can provide invaluable experience and improve your career trajectory. Building relationships within your industry can help facilitate this transition and provide sponsorship opportunities to assist your entry.

Intro

2min

Evolving Sales in the Tech Era

23min

Redefining Sales Success

28min

Fueling A Players: Motivation and Growth

15min

Building Diverse and Engaged Leadership Teams

8min

Crafting Standout Resumes: Key Insights for Job Seekers

2min

Mastering Your Sales Career: The Importance of Progression and Planning

6min

In this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ.

This might be controversial, but Josh doesn’t like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more preconceived ideas about what your solution can (or can’t) do. Josh tells Andy all about why it’s more important to be able to go into customer engagements where everyone has an open mind about how to solve the problem.

Technology presents a great advantage to the modern seller, but there is no shortcut that can replace credibility and understanding the data. Andy and Josh talk about how in the wake of AI, sellers need to avoid relying too heavily on tech, when it is our own hard work that will set us up for real success.

Great salespeople are uncomfortable being comfortable. Andy and Josh discuss how A-Players are always striving to be better. As Josh says, “A-Players don’t care about money because they have it,” - so the best leaders need to motivate them by challenging them to do their best.

We also hear from Josh about how to build a diverse team, a winning culture and more.

Don't miss this episode for an insightful take on what truly drives top sales performers and how to stay ahead in the evolving sales landscape!

ABOUT JOSH REINER:
Josh Reiner is an accomplished Executive with a stellar track record in the SaaS industry, currently serving as the VP of EMEA at Wiz. He began his career at BMC, playing a key role in the reverse takeover by BladeLogic, which set the stage for his leadership path in the tech sector. Josh further refined his collaborative leadership style at AppDynamics, and later at Zscaler, where he made a significant transition from the US to the UK in 2020 with his family. During his time at Zscaler, he played a crucial role in driving growth and aligning global teams to strategic objectives.

In early 2024, Josh joined Wiz to lead the EMEA team, driving adoption of the Wiz Cloud Security Platform. His focus is on enabling faster cloud development by fostering collaboration between security, development, and DevOps teams. Josh champions a self-service model that meets the scale and speed demands of modern cloud development, ensuring efficiency and security are optimized in tandem.`

ABOUT ANDY WHYTE:
The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.

Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organisations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for 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.

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