12. Hunters and Unicorns – 202020 Mastery Mission – Ceire McQuaid

Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We’re here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Ceire McQuaid, Regional Vice President UK&I at DataRobot. In this interview, Ceire shares her knowledge on the evolution of MEDDIC from its inception at PTC through to the thousands of enterprise sales organisations that have gone on to embrace it. With so many voices and opinions talking about MEDDIC, and every organisation leveraging the methodology in a unique way, many candidates entering this space find themselves confused about which variation to align with and which company to join. Shedding light on this topic and demystifying the methodology, Ceire talks us through the different variations of the MEDDIC community, unpicks common misconceptions and helps us understand how to tap into the playbook network and “find your MEDDIC home”. “For individual contributors, I want you to go away and challenge yourself on what good looks like for you as a person and your life. I want you to do your research, have conversations and when you make that commitment, knowingly make that commitment as an investment in your career, not just for one year or a quick pay cheque, it needs to be the investment to learn this, to grow and develop because it will set up the rest of your career. Treat it like the biggest deal you’ve ever done in your life.” Sharing key insights and experiences from her own career, Ceire explains the four categories of MEDDIC and how the maturity of an organisation can hugely affect process adoption and change the conversation. She emphasises the importance of aligning individual skillsets and personality types to the right MEDDIC environment to secure career progression and offers advice and valuable interview techniques to help candidates understand a company’s principles of leadership from the outset and gauge whether this aligns with their career progression goals. Listen to our story session to discover more on how to apply Ceire’s strategies to real business scenarios and learn tactics, tips and best practices for finding the right MEDDIC organisation for you.