MEDDICC MEDIA MEDDICC MEDIA

Elite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.

In the second episode - Pim chats to Emerging Manager at GoCardless, Conor Hyland. 

Conor Hyland is an Emerging Manager at GoCardless, who has a 10-year career that has taken him across the globe.
Of his 10 years in the sales industry, 7 were spent in the Middle East. Conor’s first role was as a Community Affairs project manager with Microsoft, after which he would venture across to the Middle East. After starting as a Trade Development executive in Dubai for Enterprise Ireland, he would go on to have roles that led him to corporate training, revamping sales and GTM teams, and would speak at live events in front of over 400 people.
After finishing his time in the Middle East with LinkedIn, Conor then went back to Ireland to do his MBA before joining GoCardless after desiring to enter the fintech space.
Whether it was taking the plunge with Enterprise Ireland and moving to the Middle East or speaking to hundreds of people to train and revamp Go-To-Market teams, Conor Hyland has had a breadth of experience in his 10 years in sales 🗺
Currently at GoCardless as Emerging Manager, Conor has continued to add to this experience which has led him to work on his biggest deal. In this Elite Dealers episode, he breaks it down with a MEDDPICC analysis to show you how he managed to pull it off and what he could have improved  💳
Reflection is key during a sales career, but so is being fair to yourself and building up a thick skin as you drive for more and more success - which is why we love the below quote from Conor. 
“As the saying goes, we’re living for that 30%, the other 70% is losing so you have to have thick skin and be ready to get up and go again.” 
Conor shares some brilliant bits of advice for all salespeople in this must-listen episode 💭

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.

The Med Men Show: MEDDIC and Deal Reviews 

Deal Reviews: for some salespeople, they’re a nightmare. But when done right, they can be a rewarding reflection of you and your team’s skills and can drive you all to greater success.

In this episode, the Med Men talk all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful.

Deal reviews can be a fantastic way to instil a trusting culture in your team, as they allow your salespeople to be vulnerable about where they may have encountered problems. At the same time, by celebrating your team’s successes in deal reviews, you build an awesome atmosphere of salespeople building each other up! 

The Med Men discuss the importance of MEDDIC as a common language at moments like this to make sure everyone is on the same page.

Watch this episode to hear all of Andy and Pim’s insightful thoughts on deal reviews!

If you have any questions about how you can implement MEDDIC in your deal reviews, or any suggestions for what you want to hear Andy and Pim talk about next, get in touch! 

Until then, May your Champions be strong!

In the newest episode of our MARKETING MEDDICC Podcast, our Head of Marketing, Jessica Walker chats with 6Connex CMO, Luiz Martins.

6Connex is a leading provider of in-person, virtual, and hybrid events for enterprises worldwide. Under Luiz’s supervision, 6Connex has grown tremendously, and its success will only continue!

Together, Jessica and Luiz discuss his marketing journey, from how he knew he wanted to work in marketing to his position with 6Connex. Luiz talks about how it is essential to align marketing with sales, and how the two teams can use MEDDIC to work together and make sure they achieve the best outcome.

Luiz has over 25 years of experience in marketing, sales, and operations at large and midsize multinational companies. Early in his career, he was a partner and Brazil country manager for a start-up company funded by J.P. Morgan and Morgan Stanley. He has managed multicultural teams through start-ups, acquisitions, restructuring, and organic growth. Proficient in English, Spanish, and Portuguese, he has provided his services in 16 different countries.

Throughout his career, Luiz has worked as an executive at Esko, 1WorldSync, and Mitsubishi. In each of these roles, he established his track record of achievement in launching SaaS-based technologies globally. He has a strong background in designing and executing high-performance marketing and sales strategies through multiple channels, and proven success in team management and leadership.

Luiz is based in São Paulo, Brazil.

Elite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.

In this first episode, Pim talks with Alex Kane - a Strategic Account Executive where they discuss a deal involving a food trucking company that has a fleet of thousands of catering trucks and their need to monitor and report on each truck and its inventory.

In this episode, they cover;
Implicating the pain & finding the Champion
How to handle post-sale engagement
How to create continued Customer Success

More about Alex Kane:
Alex is a passionate, proven and focused salesman who loves a challenge. Teamwork brings out his entrepreneurial spirit and pure optimism for the big picture. Alex takes great pride in the brands he represents and he is a true ambassador of disruptive cloud-based technologies that provide real-world solutions. In addition to being highly tech-savvy, Alex also has a knack for explaining complex things in a very understandable way that relates to the customer.  Alex is known for always going the extra mile with his customers because he takes pride in the work he does.

SE’s (Sales Engineers or System Engineers) are an essential part of a typical account team, referred to as ‘The Brains’ by Andy and without them - it’s incredibly difficult to get deals across the line. 

It’s becoming increasingly more common for customers and those new to implementing MEDDIC to ask ‘Should we include SE’s on our MEDDPICC adoption journey?’ 

You already know what we think: MEDDIC is best adopted when it’s applied as a common language. 

And in this episode, the Med Men give their verdict. Watch this episode to find out more about this all-important topic.

If there’s something you’d like Pim and Andy to discuss in the next episode of MEDMEN, comment below!

Until then, May your Champions be strong! 

*Who are Pim Roelofsen and Andy Whyte?*

*Pim Roelofsen*

Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home.

Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim utilizes this framework as an individual contributor whilst taking a holistic approach across the on-scale international implementation.

Out of the day-to-day, Pim chairs the Pavilion MEDDIC channel.

*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.