MASTERS OF MEDDICC

Masters of MEDDICC - Cliff Dorsey - 23+ years of enterprise sales leadership experience - Episode #2

Nov 9, 2020
Guest
Cliff Dorsey
Cliff Dorsey, CRO of Welcome (formerly NewsCred), with 23+ years of sales experience, discusses combining MEDDIC into the Challenger Sales. He shares insights on hiring military veterans, the preference for MEDDIC, and implementing it in new organizations. Cliff emphasizes the importance of consistency, fundamentals, and comfort with discomfort in sales. He also explores the role of the economic buyer and the significance of continuous learning and training in sales.
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Episode notes
1
Introduction
00:00 • 3min
2
Hiring Military Veterans for Sales Roles
02:45 • 4min
3
Preference for MEDDIC, Implementing in New Organizations, and Best Practices
06:43 • 4min
4
Consistency and Fundamentals
11:04 • 19min
5
The Importance of Comfort with Discomfort in Sales
30:05 • 7min
6
The Role of the Economic Buyer
37:14 • 4min
7
The Importance of Continuous Learning and Training in Sales
41:10 • 4min