Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.

We cover:

• Why Meltwater chose SPICED over MEDDIC or BANT

• How to structure deal inspection cadences that actually work

• Building methodology into your CRM, scoring, and dashboards

• Why enablement isn’t enough—and how to align managers

• Using AI agents for deal scoring, inspection, and coaching

• What “10x sellers” might look like with operational AI support

Julien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/ 

Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠

Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠  ⁠ 

Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Meet Julien & His Role at Meltwater

(00:03:00) Choosing SPICED & Aligning Global Teams

(00:07:20) Operationalizing SPICED in Salesforce

(00:11:45) Why Deal Inspections Need Their Own Cadence

(00:15:40) Enabling Managers to Drive Adoption

(00:20:00) AI Use Cases: Scoring, Coaching, Feedback

(00:24:15) Vision for 10x Sellers with AI Agents

(00:28:40) Book Recommendations & Closing Thoughts