This episode of Sunny Side Up provides a definitive rundown on the magic behind MEDDPICC. David Weiss, Regional Vice President of Sales at Seismic, breaks down the acronym and explains its applications. He is passionate both about helping sellers reach their full potential and hitting their goals. With his focus on creating a lasting impact on clients and forming partnerships at all levels, David uses targeted gap analyses to create effective, groundbreaking solutions (about which you can learn more from his Psych & Sales Podcast). In addition to explaining the MEDDPICC sales qualification methodology, he also shares speedbumps that can bog down the process and foundational MEDDPICC elements essential to a successful implementation. Hint: Knowing your pain points and decision criteria are the critical first step. Our guest also offers up some resources for further reading.

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In today’s episode, Karl talks about Gigamon’s goal of simplifying and securing your cloud infrastructure. He covers the challenges that cloud visibility is facing and how their solutions can address them all. Gigamon offers the “industry’s first visibility and analytics fabric” that paints an understandable and consistent image of your hybrid multi-cloud network.

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Viswanath “Sri” Srikanth leads the Advanced Analytics team for Cisco’s Global Marketing Analytics team. During his tenure at Cisco, he has led data science initiatives in understanding and defining Customer Engagement, Content & Audience Performance, Customer Journey, Marketing Attribution, and more. His work has received multiple industry recognitions, including the ANNY Award in 2017, ANA Award in 2018, and Highly Commended DRUM Citation in 2018.

Sri is a holder of over a dozen active patents and is a regular presenter at industry conferences. Sri has led multiple industry-standard efforts including chairing the creation of industry-standard for customer data collection at W3C standards organization.

Join me in this episode and learn how to leverage advanced analytics for your business!

[00:01 - 05:11] Opening Segment

[05:12 - 15:37] Building Data Foundation

[15:38 - 25:56] Finding The Right Key Performance Indicators

[25:57 - 35:26] Coordinating Among Research, Sales, and Marketing Teams

[35:27 - 36:24] Closing Segment

Tweetable Quotes:

“Anytime you're in marketing, while you want to drive pipeline into sales, you also want to keep customers engaged.” - Viswanath Srikanth

“[Good conversations are] just as valuable as the final deal…[it’s] a super important thing and something I think marketing can really continue to help with.” - Viswanath Srikanth

Resources Mentioned

Connect with Sri through LinkedIn and Cisco. Email him at [email protected].

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Sunny Side Up Podcast is made possible by Demandbase. Demandbase is transforming the way B2B companies go to market by enabling customers to embrace modern digital sales and marketing with a complete end-to-end suite of products  https://www.demandbase.com

In this episode, Jeremy Foster talks about cross-functional collaboration’s do’s and don’ts. He breaks down what cross-functional collaboration is, his framework for it, and how he prepared himself to become a cross-functional leader. Jeremy also shares the challenges and opportunities he’s come across during cross-functional collaboration and how to leverage a project management organization (PMO) for success.

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In this episode, Timothy Humphrey talks about driving data adoption. He breaks down what a data platform and data services are, how to help your customers adopt your data platforms and services, the top “land mines to data adoption” you should be aware of, and more.

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In this episode, Nielsen’s Tina Wilson talks about the shifting sands of consumer behavior and measuring ROI as power shifts to consumers. She shares her perspective on how consumer behavior and marketing tactics have changed since 2000, avoiding overwhelming consumers, the differences and commonalities between B2B and B2C buyers’ journeys, what technologies marketers are using right now to help them make decisions, and much more.

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This episode of Sunny Side Up features Suhas Uliyar, a leader in the world of enterprise software and cloud platform technology who has held multiple leadership roles both as a start-up founder and as a key member of executive teams with such companies as Oracle, Motorola, and SAP. As VP for Digital Assistant, AI & Integration at Oracle, he is currently responsible for multiple cores and innovative cloud solutions and has fascinating anecdotes to share about career highlights as well as insights into what he sees ahead as the pace of AI and digital transformation accelerates.

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In this episode, Ryan Bearden talks about how the right content strategy can shape today’s B2B buyer journey. He shares the best B2B content strategies he has come across in his marketing career, what role content plays in effective sales enablement, and how B2B buying practices will evolve in 2022 and beyond. Plus, Ryan shares his thoughts on why marketing hasn’t evolved to adapt to the digital landscape as quickly as it should have.

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This episode of Sunny Side Up features a business leader whose growth mindset is the key to inexhaustible energy and driving long-term business success. Keith Sampson, National Sales Director for North American Bancard, learned early in life that adversity could serve as a block or an invitation to learn. He has chosen the latter at every turn, including when pandemic shut down his bread-and-butter roadshows overnight. Within a matter of hours, he had reimagined his sales outreach program and ramped up virtual conferences that were attracting hundreds of attendees within weeks. Learn how Keith’s 3E’s fuel sales and how purpose-driven businesses are the key to a meaningful – and fulfilling – life.

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In this episode, Sarah Gieringer talks about the future of digital payments and their impact on B2B businesses. Why it’s important for marketers to learn the business they’re marketing, the biggest lessons she’s learned about disruption, the mindset needed for succeeding in a new company division, the types of data or intelligence she’s using to identify the right customers, and what you can expect for the future of B2B financial services.

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