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 c ..read more

SHOWNOTES Get ready for the latest episode of Masters of MEDDICC! Host Andy Whyte chats with experienced revenue leader, Jeff Miller, current CRO of StarTree. Listen and have a chuckle as the two talk about their shared history of selling door-to-door - and what they learned from it. The way you communicate with your customer can make or break a deal or engagement. There are a lot of opinions out there about the best way to do it - product-led or open-source? Either way, Andy and Jeff look at how MEDDIC can underpin it all, and help you explain the value of your solution to your customers. And ..read more

In this episode of Masters of MEDDIC, MEDDICC CEO Andy Whyte is joined by Adam Quartermaine to dive into numerous ways MEDDPICC acts as a compass to success, both in your career and in your deals.  Being too wary of the word ‘no’ can be a salesperson’s downfall. Adam talks to Andy about how getting an early ‘no’ can be the key to a final ‘yes’. Development is crucial for sales people, and part of that development comes with failure. As Adam says, “You’ll learn a lot more when it’s hard than you’ll learn when it’s easy.” Adaptability is an essential quality of a salesperson. More and mor ..read more

In this Masters of MEDDIC episode, MEDDICC CEO Andy Whyte sat down with David Weiss to uncover how MEDDPICC utterly transformed the way he sells and why he teaches it to as many people as possible (including people knocking on his door to sell pest control services!). David Weiss has 20 years of experience as a sales leader, and is currently CRO at Sales Collective, a company dedicated to sales transformation. There, he pursues his passion for finding challenges people face and working with them to solve it.  Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDIC ..read more

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 incred ..read more

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 perf ..read more

Today on Masters of MEDDICC, we welcome Caroline Franczia to the show.    Caroline Franczia has had a succesful career spanning over 15 years in the sales industry, working at brands such as Sprinklr, Datadog and Confluent. Caroline is known for shaking the ground of the tech scaleup world with a revenue architecture approach. A regular columnist for Maddyness, she’s a board advisor, Speaker, startup/scaleup CEO whisperer, and the founder of Uppercut First and we're extremely excited to have her on our podcast!  In this episode, Caroline shares her experience around moving fro ..read more

We are extremely excited to get our latest episode of Masters of MEDDICC live, with the EMEA hyper-growth specialist Andy Sadler, GM of EMEA at the mega Imply! ? In this episode, we dig into Andy's epic career in B2B sales that spans over 20 years and includes 16 quarters at PTC and being part of John McMahon's legendary Bladelogic team. Andy's association with the GOAT's of our industry doesn't stop with John, as he has also worked with revenue leadership titan Mark Cranney A two-time CRO, who has been a part of 4x successful exits that have amassed more than $10bn it is no wonder Andy is the ..read more

This episode centers around the life and thinking behind Eric Marterella, Chief Revenue Officer at GTM Hub.  In the episode, Marterella is asked a series of questions that helps the viewer gain insight into his character, viewpoints, and work ethic- further helping him come across as a very genuine and honest person. The podcast covers a wide range of topics such as: family life, current global events, the work of the company, and where Marterella feels he fits into this as well as his own personal views on what it means to be an “authentic” person. (0:46-2:38) One of the first things t ..read more

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 n ..read more