andy whyte

A compelling event hits your customer economically and forces them to act by a specific date. It needs a date, a cost to them, someone driven to act, and it has to matter. No compelling event, and you are an order taker. #MEDDIC #MEDDPICC #SalesTips #B2BSales

Sales teams obsess over their closest competitor because we fight most what we almost are. Freud called it the narcissism of minor differences. Get closer to your customers. Catch the full video: hubs.la/Q04CyQfZ0 #MEDDIC #SalesLeadership #B2BSales

Engage the Economic Buyer earlier than most teams do, sometimes before the first meeting. A short note offering to be executive sponsor opens the line of communication and warms them up. Watch the full conversation: hubs.la/Q04gpGKr0 #MEDDIC #MEDDPICC #EconomicBuyer

yo @franksondors, are you aware of this nonsense? emailing begging for follows is already a bad look, but sending them to companies' security@ email address with the stupid p.s. line just seems like you guys think wasting people's time is some kind of joke?

You think you own a territory? You own a business, and you were never given the manual. Prioritize ruthlessly and build your own demand engine. Territory is T5 of our T5 Sales Leadership Program. Find out more: hubs.la/Q04p-jm70 #MEDDIC #MEDDPICC #SalesLeadership

Stop asking buyers, “What are the next steps?” Try: “It sounds like you have some next steps in mind.” Pretty close to a Jedi mind trick in sales. Watch the full episode: hubs.la/Q03CLf_c0 #MEDDIC #MEDDPICC #SalesTips #SalesLeadership

Aiming at a goal makes you miss it, because the path to the goal is a curve. A Formula 1 championship is won one braking point at a time. Do the next call, the next gym session, the next chapter. #MEDDIC #Goals #SalesLeadership #SalesGrowth

Trust your gut. It's the biggest business lesson from five years of running MEDDICC. I can't recall a gut feeling that led me wrong. I have often not backed it enough. #MEDDIC #MEDDPICC #SalesLeadership #Founders

today would have been the first day in our companies almost six year history that we missed payroll. and not because of the usual 10x reasons a bootstrap startup has, but because we bank with @revolut. shambles of a bank. #revolut #revolutdown

No, being old does not make MEDDIC or MEDDPICC outdated. PTC sold to Boeing and NASA, moving people from drafting boards to technology. That was never an easy sell, and we stand on its shoulders. Watch the full conversation: hubs.la/Q04zg1mT0 #MEDDIC #MEDDPICC #B2BSales

You build a sales team full of A-players by refusing to tolerate B-players. Tolerating them costs you your A-players and takes more of your time for less output. Talent is T4 of our T5 program. Find out more: hubs.la/Q04p-jm70 #MEDDIC #MEDDPICC #SalesLeadership

drawing a comparison between tesla and porsches announcement yesterday says a lot about a person 😂.

When the social guy insists we need content 🙄 #SalesMemes #SalesHumor #B2BSales #SalesContent

Best way to deliver feedback: in person, then a live call, then a phone call, with written last. Written still has a place. People soften their points face to face. Watch the full conversation: hubs.la/Q04BffYC0 #MEDDIC #MEDDPICC #Leadership #Feedback

The biggest competitor in B2B sales is inertia, the top reason deals are lost. Show how your project unblocks their strategy. Better to be first out than last in after 12 months. Catch the full conversation: hubs.la/Q04lHkGN0 #MEDDIC #MEDDPICC #Competition #B2BSales

Getting a team bought in at a sales kickoff starts with setting the scene so people want to be on the field and in the game. Then it's down to leadership. Watch full episode: hubs.la/Q03QVr-l0 #MEDDIC #MEDDPICC #SalesKickoff #SalesLeadership

Many men stay silent because they think they don't have the right to suffer. Your feelings don't need justifying. If a mate has gone quiet, ask: "Fancy a pint, mate?" Struggling? Samaritans: 116 123 (free, 24/7). #MentalHealth #MensMentalHealth #MentalHealthAwareness