Sales Code Leadership Podcast

“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/

Carl Carell is the Co-founder and CRO of GetAccept, the all-in-one digital sales room platform that enables revenue teams to increase win rates by engaging and understanding buyers, from opportunity to signed deal. GetAccept has raised more than $30M in venture funding from Bessemer Venture Partners, Y Combinator, Amino Capital, and DN Capital.

Carl has co-founded several companies and has extensive experience in scaling SaaS sales, go-to-market, leadership, and business development. Outside of GetAccept, Carl enjoys helping other founders and riding bicycles up a mountain.

Connect with Carl: https://www.linkedin.com/in/carlcarell/

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/

In this insightful episode of the Sales Code Leadership Podcast, Kevin chats with Eva Poppe all about her role at ZeroLight as Chief Growth Officer. Along with her responsibility for revenue, as CGO she steers the company's visionary path and ensures its effective execution.

Eva tells Kevin all about the different hats she wears as she joins forces with different aspects of the business. From Marketing to Customer Success to the C-suite, collaboration is the cornerstone of Eva's remarkable achievements.

Tune in to listen as Kevin and Eva delve into the intricacies of the MEDDPICC qualification framework and explore its potential application across the entire Go-To-Market (GTM) team. Eva Poppe’s DNA is Sales in Tech; she orchestrates people to maximum effectiveness and performance by setting the pace, anticipating the future, leading with innovative thinking, and continuously improving ways forward.

She holds a master's degree in Economics (MEcon) and a master's degree in Business Administration (MBA) from the University of Leipzig. She also speaks fluent German, English, and Spanish and has lived in Spain, the Netherlands, the US and is now settled in England. Having this background has enabled Eva to have an outstanding ability to motivate and lead teams in a multicultural, diverse, and virtual project environment.

Her dedication and drive are clearly recognized throughout her career by the several occasions she’s been awarded for her outstanding performance and recently in 2020, where Eva was awarded winner of the “MCV/DEVELOP Women In Games Awards” for Business.

Eva’s areas of expertise and focus are in Digital Transformation, Industry Convergence, Transformational Leadership, Business Model and Product Innovation, Emerging Technologies, and Organisational and Competitive Change. Eva also coaches small and medium-sized companies and entrepreneurs, she also engages as an author and public speaker.

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/

Tune into this episode of the Sales Code Leadership Podcast, as Kevin engages in a riveting conversation with Richard Dufty, founder of The Flywheel Project. Richard shares what he deems the core elements needed to build a high performing sales team.

There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.

But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!

Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.

With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.

He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.

Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.

Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.

He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.

Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me

www.richarddufty.me

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/

Only you can decide what it means to achieve your potential.

In this heartfelt episode of the Sales Code Leadership Podcast, Kevin is joined by Sam Jacobs of Pavilion. Together, they dive into the steps that pave the way for the complete realization of your capabilities, whatever they may be.

Sam is of the belief that so much of life is about the perspective that you take; that if you harbor doubts about your abilities, you inadvertently validate them. He talks to Kevin about how he has found that positivity and compassion is what generates returns.

Tune in to this captivating conversation to uncover modern strategies for success.

Sam Jacobs is the Founder & CEO of Pavilion, and the Wall Street Journal bestselling author of Kind Folks Finish First. He launched Pavilion as Revenue Collective in 2016 and bootstrapped the company to $10M in ARR before taking on a $25M growth financing round in early 2021, led by Elephant Ventures and GTM Fund. Today, Pavilion helps its 10,000+ member global community of go-to-market executives to unlock their full professional potential through private peer groups, education, events and research.

Prior to Pavilion, Sam spent 15 years as a senior revenue leader at VC-backed companies in the New York area including Gerson Lehrman Group, Axial, Livestream/Vimeo, The Muse, and Behavox.
He lives in the West Village of Manhattan with his wife and two dogs, William and Oswald, and mourns the passing of his beloved Walter in the Summer of 2022.

Connect with Sam: https://www.linkedin.com/in/samfjacobs/

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/

Sales leaders might be underestimating the power of emotional intelligence. In this compelling episode of the Sales Code Leadership Podcast, Kevin sits down with Colleen Stanley of Sales Leadership Inc. to delve into the strategies sales leaders can employ to recognize and prioritize emotional intelligence during the recruitment process. Emotional intelligence, or EQ, can take many forms, and Colleen explains the various nuances to Kevin. She also sheds light on the indispensable role it plays in achieving sales success. Tune in to discover how a person’s outlook can impact the way they sell, and learn how to discern the markers of emotional intelligence to curate a team that embodies these qualities to build a stellar sales team.

Colleen Stanley is president of SalesLeadership, Inc., a sales development firm. She’s the author of Emotional Intelligence For Sales Success, now published in eight languages, and Emotional Intelligence For Sales Leadership, now published in three languages. Salesforce named Colleen one of the top sales influencers of the 21st century. She’s also one of the Top 30 Global Sales Gurus. Her clients include Harvard Business Review Poland, IBM, Appian, Gallagher, Otterbox, PCL Construction and Bosch Rexroth. When Colleen isn’t teaching or speaking, she enjoys taking a hike with her husband in the beautiful foothills of Colorado.

The podcast is brought to you by Sales Code, 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 host Kevin Thiele here.

This episode of the Sales Code Leadership Podcast is a double-feature, with Helen Slaven and Melissa Law from poq joining Kevin to discuss how sales and marketing can work together as one team.
While there can be friction between sales and marketing, for Helen, CRO, and Melissa, VP of Global Marketing, they find the best results when they work in tandem. They chat with Kevin about ‘smarketing’, and how when done well, there is no real place where sales ends and marketing begins.
The dynamic duo share some of the ways that sales and marketing collaborate in poq - like how Melissa takes part in win/loss reviews to truly understand what works and what doesn’t. Both are strong believers in constant learning, and they tell Kevin about how joining forces works to everyone’s benefit.

This is a one-of-a-kind episode, so make sure to tune in!

Helen Slaven is a retail technology maven, with nearly 30 years’ experience gained at the leading edge of sales and marketing in the industry. Helen is Chief Revenue Officer at poq, where she works with the likes of Cotton Traders, Hotel Chocolat, Card Factory, e.l.f. Cosmetics, and more. Helen joined poq in 2019 from Eagle Eye Solutions, where she was Chief Sales Officer. Prior to this, Helen was CEO of Planet Retail and WGSN, joining from BT’s retail technology arm, BT Expedite, where she was CEO, after having previously served as VP, Retail for Torex.

Melissa Law brings 20 years’ experience of marketing gained across a diverse range of technology organizations. Currently VP of Global Marketing for poq, Melissa has created marketing and commercial strategies to secure contracts with international businesses in retail, telecommunications, hospitality, construction, media and utilities. Spearheading two major company rebrands and launching four flagship products, she is a results driven senior B2B Technology Marketer, with an exceptional and sustained record of delivering on strategy and managing change to achieve significant organisational growth.Connect with Helen: https://www.linkedin.com/in/helen-slaven-04608b12/

Connect with Melissa: https://www.linkedin.com/in/melissa-law/

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/

Drew Muir is on a mission to rid the world of bad bosses.

In this episode of the Sales Code Leadership Podcast, Kevin is joined by Drew Muir of Radical Candor. Together, they discuss how honesty that comes from a place of investment in someone’s success can be revolutionary.

Tune in to uncover how Radical Candor inspires people to excel and enjoy their work, fostering a workplace where greatness thrives. Drew shares with Kevin the potential that lies in genuine honesty coupled with a sincere commitment to someone's success.

Drew is Radical Candor’s Director of Client Partnerships and brings 15+ years of experience working with companies large and small to improve individual and organizational performance.

Prior to joining Radical Candor, Drew designed and deployed go-to-market strategies for F500 companies as part of CEB, and led commercial efforts for the business arm of The Second City on the West Coast.In these roles and with Radical Candor, Drew is passionate about helping people actually listen to one another and enjoy working together.

Drew currently lives on California’s Central Coast with his wife and their Golden Retriever, Gerry. When he’s not working or walking/playing with/paying way too much attention to Gerry, Drew is likely catching up on soccer highlights, reading, or finding a reason to be outside.

Connect with Drew: https://www.linkedin.com/in/drewmuir/

The podcast is brought to you by Sales Code, 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 host Kevin Thiele here.

Growth: it’s a mindset.

In this episode of the Sales Code Leadership Podcast, Kevin chats with the delightful Leigh Ashton, founder and CEO of Sales Consultancy, about exploring the power of growth mindsets and their profound impact on revolutionizing your sales approach.

Leigh shares with Kevin that although high-performing A-players are undoubtedly valuable, fostering a growth culture and uplifting the non-A players within your team can remarkably benefit your organization.

Prepare to be inspired as the link between mindset and behavior is unveiled, demonstrating how adopting the right mentality can drive exceptional results. Drawing on her extensive expertise, Leigh also offers invaluable advice for leaders, empowering them to foster progress and development within their teams.

Leigh Ashton is the author of two books, a speaker, trainer and coach...and the founder of The Sales Consultancy.

She works with Sales Leaders and teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success.

Her programmes develop Sales Leaders teams to think and perform at a higher level and her clients include NatWest, Wright Medical, AVEVA, Motorpoint, British Airways, Stryker, Headspace, Siemens, Clarivate, Oracle…and more.

She's known for increasing sales...and leaving people feeling confident, motivated and inspired to go beyond their comfort zone to achieve greater sales and leadership success!

Connect with Leigh: https://www.linkedin.com/in/leighashton1/

The podcast is brought to you by Sales Code, 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 host Kevin Thiele here.