Andy Whyte

Business • Education

Conversations with the world’s best minds in enterprise sales.From its inception as MEDDIC at PTC through to the thousands of enterprise sales organizations that have gone on to embrace it, MEDDPICC as it is often known has remained at the top of the list of methodologies in the world’s greatestRead more

Popular episodes

MASTERS OF MEDDICC - Thibaut Ceyrolle - EMEA Founder of Snowflake

Jul 19 • 57:00

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...

MASTERS OF MEDDICC - John McMahon - The GOAT - Greatest Sales Leader of All Time - 5x CRO

May 4 • 48:58

John McMahon is the greatest sales leader of our time. Both as the CRO of 5x public companies (PTC, GeoTel, Ariba, BladeLogic, BMC) and as an executive board advisor to some of the greatest companies of the last decade, such as AppDynamics, Glassdoor, HubSpot, Fuze, Sumo Logic, Sprinklr, Cybereason, Thoughtspot, MongoDB, Lacework, and Snowflake.

In this session, we talk abo...

MASTERS OF MEDDICC - Dick Dunkel - The Inventor of MEDDIC

Apr 7 • 40:08

What is the correct acronym for MEDDIC? Is it MEDDIC? MEDDICC? MEDDPICC?

Feb 7 • 09:02

2021 is the year of MEDDIC - Whether you are a veteran of the methodology from its earliest inception at PTC, right through to someone that is just learning about MEDDIC for the first time you can be more successful in 2021 by embracing MEDDIC.

But, there is an elephant in the room, right? Which variant of MEDDIC should you implement?

Well, as you will have noticed there are...

MASTERS OF MEDDICC - Travis Patterson - 10 Times Enterprise Sales Leader

Nov 17 • 50:42

 Episode Summary ...

MASTERS OF MEDDICC - Cliff Dorsey - 23+ years of enterprise sales leadership experience

Nov 9 • 45:24

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 t...

MASTERS OF MEDDICC - Keno Helmi - 5x CRO - Enterprise Sales Leader

Nov 7 • 47:56

In the very first episode of Masters of MEDDICC, we are joined by Chief Revenue Officer and former PTC constituent, Keno Helmi. Keno shares his knowledge of sales methodology, enterprise sales process, and leadership, as well as how to arm and educate your champion. With many years of experience under his belt, Keno makes sure to leave no stone left unturned....

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