High Tech Tin Man

When you're hiring a sales leader, distinguishing between an elite salesperson and a good salesperson can be tricky. Identifying the right character traits is one thing, but finding a person with truly elite sales skills is another. Using MEDDICC as a guide, Andy Grosso of Fortra Search talks with Jack Napoli, co-developer of the MEDDICC methodology and his partner Steve Ammann, about finding, landing, and empowering sales leaders who have a true mastery of key MEDDICC skills: "M" metrics, "I" the ability to identify initiatives and pain, and "C" the ability to build champions. Once you find an elite salesperson, attracting them, closing them, and empowering them is also key. This podcast will help you find and hire the right sales leader for your company, no matter whether its a Series A startup or a public company.

High Tech Tin Man is a collection of perspectives, experiences, and strategies hosted by Andy Grosso, an elite high-tech sales guy turned recruiter. Each episode brings insights from the people moving the ball and winning deals. In our first episode, we are honored to host the founders of Sales MEDDIC: Jack Napoli and Steve Ammann. MEDDIC is a qualification methodology that surfaces the best deals and prevents wasting effort on no-win deals. We dive deep into three key areas of MEDDIC: Metrics, Identifying Pain, and developing Champions.