In our latest episode of the #ERUPT podcast, Tom Walsh, Executive Search Manager at Annapurna, sits down with Glen Howard, SVP of Sales, EMEA at Kollective Technology, to uncover what it really takes to scale a high-performing sales team using the MEDDIC methodology.
Having spent nearly thirteen years at Kollective Technology, Glen has gone from being a member of the sales team to leading revenue functions across EMEA and uses his experience to share insights on topics such as;
- Avoiding the “Super IC” trap and making the shift to true leadership
- Building repeatable, scalable sales processes that drive long-term success
- Embedding MEDDIC to improve deal qualification and forecast accuracy
Glen also explains why he believes the MEDDIC methodology is much more than just a framework, emphasising its crucial presence for creating a high-performing, results-driven sales culture.
A memorable highlight from the conversation was Glen’s opinion on sales teams who demand new technology to drive results:
Your sales teams don’t need more tech to generate higher revenue, they just need to be consistent in their approach.
Whether you’re a seasoned sales leader looking to fine-tune your strategy or an aspiring manager preparing for the next step, this conversation is packed with actionable takeaways to improve your approach.
Listen on Spotify, Apple Podcasts, and YouTube Music.
