Episode Details

Before working with MEDDICC, Microlise's sales forecast accuracy sat at 25%. Today it's 85%.

In this episode, MEDDICC CEO Andy Whyte sits down with Mike Blackburn, CRO at Microlise, to find out what actually changed. Not just the numbers, but the language, the culture, and the mindset that comes with knowing your forecast is real.

Mike shares how he went from dismissing MEDDIC when he first encountered it to becoming one of its biggest advocates, and what it took to embed it across a GTM team in a way that actually stuck.

You'll learn:
✅ Why Mike resisted MEDDIC early in his career and what changed his mind
✅ How Microlise used MEDDPICC as a common language across the full GTM team
✅ What great deal reviews actually look like vs the ones that are just concealing weaknesses
✅ How to identify and test a true Champion
✅ What it takes to stand out early in a sales career

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Chapters
0:00 Introduction
4:12 Andy on what good looks like publicly
5:43 Mike on the job of a GTM leader and leading by example
7:07 Andy on MEDDIC as a common language
7:45 Mike on pipeline reviews and stakeholder maps
9:48 Andy on the business strategy of Amazon and working backwards
11:11 Andy on customer feedback and key takeaways on MEDDIC and MEDDPICC
12:28 Mike on talking to your people about pain and delivering value
14:26 Mike on deal reviews and using MEDDIC as a compass
18:17 Andy and Mike on moving down the organisation
19:27 Mike on Champions and why the first person you talk to isn't always the right one
21:03 Andy on Champions and sales culture
22:23 Andy on Champions and the checklist mindset
23:34 Mike on the Champion roadmap journey, competition and being in the wrong room
24:49 Andy and Mike on competition and inertia
27:22 Mike on sales being fun and not a checkbox exercise
28:18 Andy and Mike on losing deals in sales
29:38 Andy asks Mike a question
30:59 Andy on true Champions
31:54 Mike on qualifying out and testing Champions
33:15 Andy on the best salesperson
34:41 Mike on deal reviews and deal trusts
35:37 Andy on POV discovery
42:19 Mike on starting out in sales and climbing the career ladder

#MEDDICC #MEDDPICC #SalesLeadership #B2BSales #ForecastAccuracy #SalesEnablement #RevenueGrowth

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