In this first episode of Skip to the Point, Alex is joined by Andy Whyte, CEO and founder of MEDDICC. They talk about how the podcast came about, and Andy shares some of his sales advice.

Andy chats about how as a seller you learn to trust your gut and use intuition to keep deals going. He discusses how using MEDDIC acts as the science that leads to the art of trusting your gut.

Andy also teaches Alex about the ways to qualify out, and why it’s one of the hardest things to do in sales.

Tune into this episode to hear about why no one cares about what your product does, and what it is they actually do care about, as Alex and Andy skip to the point.

ABOUT ALEX

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field. Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

ABOUT ANDY

Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - Dad.

CHAPTERS 0:00 Introduction 1:05 Starting a podcast 2:57 Trusting your gut 6:42 Being the best version of yourself 8:21 Deal reviews 11:12 Being vulnerable in sales 12:55 Advice for BDRs part one 14:30 How to Qualify Out 15:35 Advice for BDRs part two 16:09 Value Selling 20:07 Mistakes that salespeople make 22:39 Andy's Journal