Episode Details

In this episode of Masters of MEDDICC, Andy is joined by KJ Trivedi, SVP for Strategic Accounts and SASE teams at Palo Alto Networks. 

KJ is a firm believer in MEDDIC, and he explains to Andy why the naysayers lack the bravery that it takes to truly apply MEDDIC. If it was easy, everyone would do it - which is why the real A-players have the courage to use MEDDIC effectively.

Another tool wielded by the best sales professionals is the Three Whys framework. Andy and KJ talk about how it’s essential to articulate your value to a prospect, but where you need to be careful to avoid providing pipeline to your competition.

This episode touches on so many instrumental aspects of MEDDIC, so it’s a must-listen for both long-time users and those new to the framework.

KJ Trivedi is an SVP for Strategic Accounts and SASE teams at Palo Alto Networks. KJ prides himself on a customer-first focus and growth mindset who can drive momentum in these critical business sectors. He joined the Santa Clara, Calif.-based cybersecurity company after more than six years with Zscaler. His resume includes more than five years with BMC Software as a Sales Director.