The CRO Who Turned 25% Forecast Accuracy Into 85% | Masters of MEDDICC

Episode notes

Before working with MEDDICC, Microlise's sales forecast accuracy sat at 25%. Today it's 85%. In this episode, MEDDICC CEO Andy Whyte sits down with Mike Blackburn, CRO at Microlise, to find out what actually changed. Not just the numbers, but the language, the culture, and the mindset that comes with knowing your forecast is real. Mike shares how he went from dismissing MEDDIC when he first encountered it to becoming one of its biggest advocates, and what it took to embed it across a GTM team in a way that actually stuck. You'll learn: Why Mike resisted MEDDIC early in his career and what changed his mind How Microlise used MEDDPICC as a common language across the full GTM team What great deal reviews actually look like vs the ones that are just concealing weaknesses How to identify and test a true Champion What it takes to stand out early in a sales career Subscribe for more episodes of Masters of MEDDICC.