Episode 34 - Sales Methodologies pt7 - Dinner Party Discussion
Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
This week we bring our sales methodologies series to a close with a fantastic dinner party discussion when we're joined by Ambre Jeanneau, Ian Truscott and Helen Sutton. Here’s the TL;DL (“Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: We've been breaking down the major sales methodologies in quite a lot of detail. Each one solves a very different problem, but in the real world, most organizations don't need just one, they need to design the right blend for their motion, their maturity, and their market.
Listen on as the discussion highlights that while sales methodologies like MEDDPICC, Challenger, JOLT, and SPICED offer valuable frameworks, their success depends on clarity, cultural fit, and cross-functional alignment. Over-engineering and treating methodologies as administrative tasks undermine adoption. Effective implementation requires strong leadership, integration into daily operations, and clear value for teams. Context is critical – start-ups need flexibility, while enterprises benefit from structured approaches such as MEDDPICC combined with Challenger. Marketing’s involvement and revops orchestration are essential for consistency across the revenue lifecycle. Ultimately, methodologies should enable predictability, growth, and collaboration, not create friction.
Other mentions in this episode:
The First 90 Days by Michael Watkins
Marketing in the STARS – Ian’s Rockstar CMO Podcast episode on the STARS context model
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