In this insightful discussion, Richard Dufty, the CRO of Team Cymru, shares his vast experience in driving business growth and strategy. He emphasizes the need for collaboration over siloes, which boosts team success and fosters a culture of trust. The conversation delves into navigating market challenges, highlighting the importance of sustainable growth practices and meaningful client engagement. Dufty also discusses the 'one dollar behind rule' to enhance teamwork, advocating for quality interactions in sales to build long-lasting customer relationships.

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.

In this episode of Masters of MEDDIC, MEDDICC CEO Andy Whyte sits down with Marina Ayton, VP of Strategic Accounts for the UK&I at ZScaler.From an early age, Marina has been inspired to work hard. She tells Andy about what she believes is essential, in any role, to get where you want to be. Succeeding in sales isn’t easy – she and Andy share some best practices for building rapport with customers, especially in this new, predominantly remote environment.Leadership is a large focus of this episode; Andy and Marina dive into the things people don’t know about sales leadership, discussing certain paths people can take to become truly great sales leaders. Full of useful insights and stories you can learn from, this episode is a must-listen!Marina Ayton is the Vice President of Strategic Accounts for the UK at ZScaler. She is also the founder / co-founder of a number of companies including London Velvet, Enchanted Trees, and more recently founded Pink Diesel. She has an active interest in investing in early stage companies (SEIS and EIS) and was also the Education Chair for Young Presidents Organisation. She is currently a member of the Board @The Prince's Trust RISE program.

Experienced revenue leader, Jeff Miller, current CRO of StarTree, shares his door-to-door selling experiences. They discuss sales approaches, using MEDDIC as a common language, the superpower of ADHD in sales, and understanding the decision process and paper process in closing deals.

Adam Quartermaine, a sales development expert, joins MEDDICC CEO Andy Whyte to discuss the importance of embracing failure, adaptability, and explaining why the Economic Buyer should care. Adam shares quick tips for selling to the C-suite and highlights the value of practical experience, building relationships, and measuring success beyond closing deals. The chapter descriptions include the significance of technology in business, personal career shifts, self-development, identifying the economic buyer, building decision criteria, the role of champions, and the importance of bullet points and customer success stories in sales.

David Weiss, CRO at Sales Collective, shares his experience with MEDDPICC and its impact on his sales career. They discuss the power of understanding a deal through a checklist of 90 questions. They also explore challenges and tactics in door-to-door sales and the value of being brave and prepared. The effectiveness of the 'Faces of Discovery' play and the qualities of confidence and mental manipulation are also explored.

In this Masters of MEDDICC, hosted by Andy Whyte, Richard breaks down how both sales reps and sales leaders can break through emotional and mental barriers to become the best they can be. That can be anything from embracing a stoic approach to the sales rollercoaster to building a strong network to fall back on when times are tough.Richard has taken brave step after brave step, quite literal huge jumps (from Australia to the States!) to pursue that next challenge and embody the mindset of becoming the best he could be instead of embracing comfort.This podcast tells the story of this incredible sales career and explains his learnings along the way. He also talks about some of his favorite deals and the best MEDDIC learnings from them, as well as having to create success in so many different organizations and industries.This is a must-listen for anyone in sales, regardless of whether you are trying to build more mental resiliency, learn how to build a sales super team, or even gain wisdom from deal reviews from a sales legend, who cut his teeth with the very best of them.More about Richard Dufty:Richard moved with Symantec from Sydney Australia to Silicon Valley in 2007 after closing the biggest deal of the year globally. Rising through the ranks Richard helped grow various business units including Managed Security Services to $200M+.Richard then joined AppDirect as their first VP and helped lead them from $1m to $100m in 4 years to unicorn status. Richard is currently CRO with Australian founded, now San Francisco HQ cybersecurity company Arkose Labs and helped them grow 3X in the last 2 years.When not in SF or traveling around the globe, Richard spends his weekends at home in Southern California with his wife Aya, and Kids Chloé (12), Riley (2) and Noah (6 months).More 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 organizations. 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.

Today on Masters of MEDDICC, we welcome Jason Creane to the show.   Jason Creane has never been one to rest on his laurels and that’s proven by his impressive sales career spanning over 12 years. First starting out in recruitment after back-packing across Nepal to working his way up the ranks to Regional Vice President at Zscaler, all-the-while achieving extraordinary results and even making President’s Club. In this jam-packed episode, Jason shares so many incredible insights. We’ll take a dive into his career to date, why he chose to leave a well-known business as a top performing individual contributor and how leadership teams can identify team skills. Be warned - if you like analogies, then you’re in for a treat. “…I have an uncomfortable desire to achieve my full potential”[00:13] Introduction to Jason Creane and how he started his career in Sales[06:00] Learning curves within first sales role[12:25] Identifying team skills across the leadership team[16:52] How coach-ability can affect attitude[26:30] Why would a top performing IC leave a well-known company[36:30] What came next in Jason’s career [47:55] Building relationships and champions [51:08] Jason’s very own MEDDICC Analogy - (Andy approved)[59:12] What is the most important part of MEDDPICC?

Caroline Franczia, a columnist and startup/scale-up CEO whisperer, shares her experience moving from individual contributor to leadership. She discusses managing a team of ex-peers, the importance of increasing ACV instead of opportunities, and implementing and utilizing MEDDICC. The podcast also covers the power of teamwork, generating new logos, utilizing soft skills, seeking help and resources, and the role of implementation and customer success in technology adoption.

In this episode of Masters of MEDDICC, Andy Sadler, EMEA hyper-growth specialist and GM of EMEA at Imply, discusses his epic career in B2B sales, the importance of effective strategies in a complex competition landscape, and the qualities he looks for when hiring to create successful teams. He also explores the concept of distributed companies and the art of understanding and leveraging competitor strengths. Additionally, Andy emphasizes the significance of champion building in sales, the importance of believing in your product, and the relevance of diverse skills and personalities in recruitment. Finally, he discusses the role of metrics, decision criteria, and champions in the sales process, and shares his experience teaching a subject to non-business background students.