Founder Insights
11/5/2025
'If you’re finding red flags at the end of a deal, you’re already too late.'
In a downturn, budgets don’t disappear but they do get harder to win.
The key things to look out for in your pipeline to ensure you win are:
- How early you spot the red flags.
- How well you help buyers rationalise spend.
- How disciplined you are in guiding the deal from first call to close.
That’s where MEDDPICC comes in.
Yes, MEDDPICC is a great whole-of-sales-cycle framework.
But importantly, recession-resistant selling is baked-in to it's foundation, helping you close when others can't.
- It keeps buyers engaged across the entire lifecycle.
- It surfaces risks before it’s too late.
- It arms your champion to fight for budget internally.
In a recession you don't need to drive your team with more activity.
You need to work on the areas where you can truly win, avoiding time wasters and dud deals.
11/05/2025
"My sales hires don't have the skills"
Traits are found.
Skills are developed
Your responsibility as a Sales Manager is to teach your team the skills.
I feel so strongly about this, I stood outside in the (literal) freezing cold to rant about it.
Don't blame your recruiters if the reps are missing skills.
Share with your reps the skills you have learnt through your career and guide your team to success.
It's the only way to scale a team.
11/04/2025
Hoping your deals will close? "Hope is not a strategy" as the saying goes...
Being a Trusted Voice in SaaS takes work, but the work is rewarding.
Let's talk about how to do it (and why it's different if you carry a bag vs. carry the whole company).
Here’s how to build it no matter your responsibilities:
As a Senior Sales Rep:
You earn trust by how you show up in the deal.
• Consistency beats charisma: respond when you say you will, follow through, no surprises.
• Share the ‘What could go wrong’: not just the glossy wins. Be the one who raises potential hurdles before the customer does.
• Become the industry translator: take complex solutions and explain them in their language, not your product sheet.
• Show up after the deal: the best reps don’t disappear once the ink is dry. You’re the face they remember.
You're not just selling software because you're also building confidence in the decision to buy.
As a Tech Founder:
You create trust by how you show up in the market.
• Build in public: share your journey, your mistakes, your milestones. People follow humans, not roadmaps.
• Stand for something: you don’t need to be loud, but you do need to be clear. What do you believe about your space that no one’s saying yet?
• Bring the receipts: proof points, early wins, client stories… and when you don’t have them, speak with vision and transparency.
• Be reachable: respond to DMs, join panels, jump in comment threads. Founders who stay human win fans and customers.
You're selling a story and people are buying you as much as your product.
So, what’s the difference?
Sales reps build trust in the deal.
Founders build trust around the deal.
Both matter. Both need to be intentional.
But if you’re not building credibility right now?
You’re just hoping your logo, pricing, or product can do it for you.
10/31/2025
3 Reasons you need to embed MEDDPICC into your business
1. It's relevant across the GTM function, with some sections being more relevant to lead gen and others more relevant to AE's/BDM's.
It has a place across the whole GTM org and can be used by more people than your AE's.
2. It's a lifecycle language. AM's and CSM's can continue to use the methodology (through their crm) across the lifecycle of the customer to accurately gauge churn risk.
3. It solves the 'negotiation hell' that many reps find themselves in. Knowing how to build champions, engage Eb's and accurately breakdown and influence processes, criteria and buying habits is what gets deals done.
The key to all of this?
Actually systemising, tracking and utilising the processes of MEDDPICC.