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Andy Whyte
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Andy Whyte Journal

A notebook of principles for sales, founding and being human.

  1. Handwritten in blue ink on a cream notebook page: A-Players are uncomfortable being comfortable. Signed AWJ, number 1.
  2. Handwritten in blue ink: Feedback is like milk. It is best fresh. Attributed to Faith Meyer. Number 2.
  3. Handwritten in blue ink: The B in B-Player stands for Busy. Signed AWJ, number 3.
  4. Handwritten in blue ink: There is no such thing as a C Player. Signed AWJ, number 4.
  5. Handwritten in blue ink: Failure and invention are inseparable twins. Attributed to Jeff Bezos. Signed AWJ, number 5.
  6. Handwritten in blue ink: Authenticity is the most intangible, invaluable interest you can have, with the three IN words stacked. Signed AWJ, number 6.
  7. Handwritten in blue ink: Your mental health is not linear. Signed AWJ, number 7.
  8. Handwritten in blue ink beneath three small drawings of a studio light, a camera and a clapperboard: Take, take, mistake. Cut, direction, retake. Signed AWJ, number 8.
  9. Handwritten in blue ink: Authenticity is felt, not found. Signed AWJ, number 9.
  10. Handwritten in blue ink: Imposter Syndrome, three horizontal lines meaning identical to, Self Awareness. Signed AWJ, number 10.
  11. Handwritten in blue ink: Urgency is an emotion. Not a message. Signed AWJ, number 11.
  12. Handwritten in blue ink: Nobody regrets qualifying out. Signed AWJ, number 12.
  13. Handwritten in blue ink: Arrogance is only a strength at holding back growth. Signed AWJ, number 13.
  14. Handwritten in blue ink: Whether you were created or coded, you were put here to play a role. Signed AWJ, number 14.
  15. Handwritten in blue ink: Authenticity beats deception. Signed AWJ.
  16. Handwritten in blue ink: We fight most what we almost are. Signed AWJ, number 18.
  17. Handwritten in blue ink: You can't coach a lagging indicator. Signed AWJ, number 19.
  18. Handwritten in blue ink: Judge decisions, not outcomes. Signed AWJ, number 20.

AWJ No. 06 Human

Authenticity is the most intangible invaluable interest you can have

Read the essay →

AWJ No. 14 Human

Whether you were created or coded, you were put here to play a role

Read the essay →

Closed

Skip to the library ↓

The library

Twenty Maxims. Eighteen written, two on the way.

New here? Start here
  1. No. 01 A-Players are uncomfortable being comfortable Sales
  2. No. 02 Feedback is like milk. It is best fresh. Founder
  3. No. 03 The B in B-Player stands for Busy Founder
  4. No. 04 There is no such thing as a C Player Founder
  5. No. 05 Failure and invention are inseparable twins Founder
  6. No. 06 Authenticity is the most intangible invaluable interest you can have Human
  7. No. 07 Your mental health is not linear Human
  8. No. 08 Take. Take. Mistake. Cut. Direction. Retake. Founder
  9. No. 09 Authenticity is felt, not found Human
  10. No. 10 Imposter Syndrome ≡ Self-Awareness Human
  11. No. 11 Urgency is an emotion. Not a message. Sales
  12. No. 12 Nobody regrets qualifying out Sales
  13. No. 13 Arrogance is only a strength at holding back growth Human
  14. No. 14 Whether you were created or coded, you were put here to play a role Human
  15. No. 15 Authenticity beats deception Human
  16. No. 16 Being written Coming
  17. No. 17 Being written Coming
  18. No. 18 We fight most what we almost are Human
  19. No. 19 You can't coach a lagging indicator Sales
  20. No. 20 Judge decisions, not outcomes Sales

Browse by pillar, with the pages →

Four things I am known for

Go deeper on the subjects behind the Maxims.

MEDDPICC and MEDDICC

The qualification framework, from the person who wrote the book on it.

Read the hub →

Sales leadership

Inspect the deal, not the rep. Forecasts, deal reviews and the thinking behind them.

Read the hub →

Keynote speaking

Sales kickoffs and revenue summits. Practical, direct, no theatre.

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Imposter syndrome

Only the self-aware suffer from it. Why that is a strength.

Read the hub →

Also: the glossary, every term defined plainly, and the frameworks behind the Maxims.

Andy Whyte

About

Twenty years in sales. One book. One company. One notebook.

I am Andy Whyte, founder and CEO of MEDDICC and the author of the book that over 100,000 sellers have read. This journal is where the thinking gets written down before it gets tidied up.

The full story Book Andy to speak

The book

MEDDICC. The number one best-selling book on sales qualification.

Over 100,000 copies sold and more than 35,000 graduates of the Masterclass built on it. The framework, explained by someone who has run it in the room.

About the book What is MEDDPICC?
The MEDDICC book cover