“The how-to’s will change, but the outcomes will stay the same.”

In this informative episode of the Sales Code Leadership Podcast, Kevin is joined by the mind behind the MEDDIC framework, Dick Dunkel. Currently the Chief Customer Officer at MEDDICC, Dick takes Kevin along his journey to sales, enablement and the creation of MEDDIC.

Kevin and Dick share a passion for elevating professional selling, making this episode a must-listen. They dive into the pivotal role that MEDDIC plays in complex sales processes. Dick explains how it provides clarity and transparency in engagements, and allows everyone to spend their time more wisely.

Tune into this MEDDIC-focused episode to dive deep into the source of the framework and its transformative potential in reshaping the sales landscape.

Dick has spent 25+ years in sales, sales leadership and sales enablement, primarily with innovative and early-stage software businesses. Dick created the MEDDIC acronym in 1996, during a stint in Sales Development at PTC and led the world’s 1st global deployment of MEDDIC. From 1999 to 2015 Dick led multiple sales teams in innovative tech. In 2015, Dick joined Sprinklr as global head of sales enablement and helped Sprinklr grow 5X in 4 years, leading to Sprinklr’s successful IPO. From 2019 to 2023 Dick was the Global Head of Field Enablement at Celonis (Forbes Fast 100 #20) where he built the global enablement function from the ground up and helped Celonis grow 8x in 4 years. In May of 2023 Dick joined MEDDICC Ltd. as Chief Customer Officer, helping to drive the adoption and value realization for MEDDICC customers. Dick and his wife Carolyn reside in the rolling hills of Chester County, Pennsylvania.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/