Today on Masters of MEDDICC, we welcome Lucy Williams-Jones to the show. Lucy has gained over 20 years of sales experience and is a regional director for Datadog, leading a team of enterprise reps in the UK and Ireland. In this episode, Lucy shares her strategy behind recruitment that leans heavily upon MEDDIC. We discuss desired traits in potential prospects and dissect what sets a good salesperson apart from a great one!  “…I know that I am engineered as a salesperson deep down.” Timestamps:[00:08] Introduction to Lucy Williams Jones [02:09] Background on Lucy[07:24] Criteria for working in a new company[08:33] Misconceptions in Meddicc[09:30] Leaving BMC[12:28] The recruiting process  [13:42] Three traits to look for  [18:43] Learned behavior [20:32] Being open vs being desperate [25:21] Measuring success [31:30] Covid diagnosis[34:21] Personal connections and vested interests[35:52] What have you learned going from individual contributor to leader?[42:22] Underlying talent in addition to MEDDIC[45:05] What is the most important part of MEDDIC[54:54] Using your champion[56:36] Overview of PRV process Key Points:- Three traits to look for when recruiting potential salespeople1. Coachability 2, High EQ3. Affinity for pipelines generation- Remain open and embrace the sales process. Don’t try to cut corners and have confidence in your ability- To become a great leader, one must put themselves in the salesperson shoes, set a scene early in the playbook, and be strong during the discovery stage - Those most elite salespersons are seen as consultants

This episode of the podcast explores the importance of MEDDIC as a common language for revenue teams. It discusses the benefits of hiring salespeople who understand MEDDIC, understanding customer profiles and decision criteria, using MEDDIC in the sales cycle, and the advantages of using MEDDIC as a common language in revenue teams.

In this episode, Eric Marterella, Chief Revenue Officer at GTM Hub, discusses various topics including his family life and work ethic, the impact of the COVID-19 pandemic on the trade, the benefits of self-service models and product-led growth, the power of practical examples in sales, and the importance of qualifying time and focusing on progressive sales opportunities.

Andy talks with the EMEA founder of Snowflake, Thibaut Ceyrolle.Andy picks Thibaut’s brain for advice concerning how to find and hire elite sellers. They discuss what made him and Snowflake successful, how to build effective Champion and how to use the Decision Criteria. Key takeaways:(01:02) Thibaut introduces himself and goes into his past in the software industry. While he is also discussing the need to acquire skills in entrepreneurship. Overall, being more hands-on and practical.(08:53) Then Thibaut delves into how one progresses in one’s career and advancing oneself to the next level from the mentorship of a professional, and a change of work atmosphere. Thibaut adopted the mantra of, “words on what I think was right – but in a more structured way.”(14:01) Here Thibaut talks about the importance of practicality and personalization – of adapting processes and frameworks to existing ground floor work being carried out. Being open to change and not just understanding what MEDDPICC is, but practically using it.(17:35) The importance of the individual contributor and of the individual salesperson. Overall adopting an entrepreneurial mindset. Do not be afraid to go to Ikea to buy the furniture for your office. The HR department, business plans, and all the top-level aspects can come later.(21:03) How Thibaut built up his team at Snowflake. The importance of trust within the organization and the motivational factor of trust towards the sales team/person. Thibaut stresses the value of getting Champion Builders and their importance in the sales process overall.(27:08) Here Thibaut elaborates on the significance of trust. And how in many instances, people decide just as much with their heart as with their mind. To sell emotionally, as well as rationally. This segment also goes into hiring Champion Builders who have the right mindset of changing the world. In essence, a disruptor’s mindset is key to elite selling. The salespeople you hire are willing and able to take risks and shake things up.(31:29) The motivational factors of the right mindset for salespeople and specifically Champion and Relationship Builders. Getting retentive business and consistent sales from the same clients is essential. You want disruptive/transformative people – thought leaders.(38:33) How to adapt and reintroduce Decision Criteria to go through. How designing the Decision Criteria to the individual prospective buyer leads to positive outcomes. Here saying "no" to the client and then reworking the Decision Criteria needed to go through if the prospective client misunderstands the solution on offer. This is difficult and is why you need Champion Builders.(41:39) Which Decision Criteria strategies that Snowflake and Thibaut carry out to experience the kind of Unicorn-growth that Snowflake has experienced. Thibaut talks about elite salespeople finding immense value in building a lasting – retentive - relationship with prospective buyers.(46:33) The hiring process at Snowflake, and Thibaut's advice in regard to hiring salespeople. First, Thibaut suggests only utilizing a few recruiters, giving them exclusivity and trust in order to find the right people. Thibaut states, “I will recommend having limited head-hunters. Spend some time with them and ask questions about your business.” If the recruiters you hire do not know your business, company, and industry, then that is a big red flag.(51:13) Thibaut goes into his interview process and what advice he can give here. Thibaut recommends delving into the prospective new salesperson's view on the sales process, and also the future. Meaning their future in the company, their wishes for their personal future, and where they think the company will go. Get people who, “speak with honesty, think with sincerity, and act with integrity.”MEDDIC

John McMahon, the greatest sales leader of our time, discusses his new book on qualification in sales and the creative process behind his insights. He shares the importance of persistence, heart, and targeting the right market for success. Qualification extends beyond closing deals and applies to recruiting, managing reps, and engaging with customers. The chapter also highlights the value of preparation, including LinkedIn stalking, and expresses gratitude for the guest's book popularity.

Today on Masters of MEDDICC, I am joined Dick Dunkel, the creator of MEDDIC. Dick started his sales journey selling books door to door in college while studying civil engineering. His first professional sales job was with Xerox, followed by PTC. PTC would be where he came up with the six elements of MEDDIC. In this episode, Dick shares his experience from how he came up with MEDDIC through to how it has helped him shape his career, along with the tools he learned and carried onto future positions. One topic of particular interest is how Dick is using MEDDPICC at Celonis today to instill a qualification-focused sales process that helps sellers to remain on the right path and to get customer buy-in at every step. “When we lead as sellers, customers will follow”TIMESTAMPS:[00:30] Introduction to Dick Dunkel [02:53] Moving from Xerox to PTC         [04:26] What created a higher accountability environment at PTC?[09:31] The seller’s mindset[09:48] A fair exchange of value[14:32] The very first MEDDIC implementation  [17:41] Developing an intermediate sales training class[21:54] Powerbase selling[22:55] MEDDIC as a wide concept[23:51] The correlation between the fastest-growing companies and how MEDDICC is deployed[28:10] The small wins [30:52] Managing the extra layers  [34:54] Pessimistic salespeople, but not when qualifying out KEY POINTS:1.     Create a high accountability environment by starting at the top and allowing it to trickle down to the sales rep.2.     Develop a fair exchange of value by, for example; singing an NDA in order to implement a free exchange of information3.     Small victories lead to bigger victories; operate by taking small steps and implementing MEDDICC.4.     The MEDDPICC checklist, a checklist you have to accomplish in that stage in order for you to advance. LINKS AND RELATED SOURCES:MEDDICC.com, the number one resource for MEDDIC onlineLearn MEDDPICC with the MEDDPICC Masterclass Watch more episodes and other MEDDIC related content on YouTubeMEDDPICC InstagramMEDDPICC on TwitterMEDDICC on LinkedIn

In this episode, guest_name_1 discusses the different variants of MEDDIC, such as MEDDICC and MEDDPICC. They explore the origins of the MEDDIC framework, including the role of Dick Dunkel, and discuss the importance of the paper process and addressing competition. If you're considering implementing a MEDDIC variant, this episode provides valuable insights.

Travis Patterson, Chief Revenue Officer at Imply with over 20 years of experience in enterprise sales, talks about hiring, sales, and recruiting. They discuss the importance of good leadership, constantly learning, surrounding oneself with the right people for personal growth, and the challenges of working on opportunities. They also emphasize the significance of hiring and recruiting in sales leadership, including the qualities to look for in candidates and the value of feedback.

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.

In this episode, Keno Helmi, Chief Revenue Officer and former PTC constituent, shares his knowledge of sales methodology and enterprise sales process. He discusses the importance of hiring based on personality traits, building relationships with customers, and engaging with the economic buyer. He also explores the evolution of the MEDDICC sales process and the significance of paperwork in software sales.