Masters of MEDDICC - The Inventor of MEDDIC - Episode #4 - Dick Dunkel

Episode notes

Today on Masters of MEDDICC, I am joined Dick Dunkel, the creator of MEDDIC. Dick started his sales journey selling books door to door in college while studying civil engineering. His first professional sales job was with Xerox, followed by PTC. PTC would be where he came up with the six elements of MEDDIC. In this episode, Dick shares his experience from how he came up with MEDDIC through to how it has helped him shape his career, along with the tools he learned and carried onto future positions. One topic of particular interest is how Dick is using MEDDPICC at Celonis today to instill a qualification-focused sales process that helps sellers to remain on the right path and to get customer buy-in at every step. “When we lead as sellers, customers will follow” TIMESTAMPS: [00:30] Introduction to Dick Dunkel [02:53] Moving from Xerox to PTC [04:26] What created a higher accountability environment at PTC?