MASTERS OF MEDDICC

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

Nov 9, 2020

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.

45:24

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Episode guests

Cliff Dorsey

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Episode notes

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Quick takeaways

Training, development, and discipline are crucial for building growth-oriented sales teams.

Consistency in using MEDDICC language and metrics across the organization ensures a unified approach in qualifying opportunities and understanding client needs.

Deep dives

Importance of building growth-oriented teams

Cliff Dorsey, Chief Revenue Officer at Welcome Software, emphasizes the importance of building growth-oriented teams. With 23 years of sales leadership experience, Dorsey shares his wisdom and highlights the significance of training, development, and discipline in achieving success.

Introduction

3min

Hiring Military Veterans for Sales Roles

4min

Preference for MEDDIC, Implementing in New Organizations, and Best Practices

4min

Consistency and Fundamentals

19min

The Importance of Comfort with Discomfort in Sales

7min

The Role of the Economic Buyer

4min

The Importance of Continuous Learning and Training in Sales

4min

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.

Learn more about MEDDICC at https://www.meddicc.com .

Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC.

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