Founder and CEO of MEDDICC · Author · Keynote speaker
Andy Whyte
Twenty years in sales. The best-selling book on the common language of sales. One company. One blue journal.
Principles for sales, founding and being human, written by hand. The journal is below.
Scroll to open the journal ↓ Turn the pages. Tap one to read the Maxim.The journal
A journal of principles for sales, founding and being human.
Twenty principles, one line each, written by hand. Scroll to turn the pages. Tap a page to read the Maxim.
Feedback is like milk. It is best fresh.
Read the Maxim →The B in B-Player stands for Busy
Read the Maxim →There is no such thing as a C Player
Read the Maxim →Failure and invention are inseparable twins
Read the Maxim →Authenticity is the most intangible invaluable interest you can have
Read the Maxim →Your mental health is not linear
Read the Maxim →Take. Take. Mistake. Cut. Direction. Retake.
Read the Maxim →Authenticity is felt, not found
Read the Maxim →Imposter Syndrome ≡ Self-Awareness
Read the Maxim →Urgency is an emotion. Not a message.
Read the Maxim →Nobody regrets qualifying out
Read the Maxim →Arrogance is only a strength at holding back growth
Read the Maxim →Whether you were created or coded, you were put here to play a role
Read the Maxim →Authenticity beats deception
Read the Maxim →We fight most what we almost are
Read the Maxim →You can't coach a lagging indicator
Read the Maxim →Judge decisions, not outcomes
Read the Maxim →Closed
Skip to the library ↓The library
Twenty Maxims. Eighteen written, two on the way.
- No. 01 A-Players are uncomfortable being comfortable Sales
- No. 02 Feedback is like milk. It is best fresh. Founder
- No. 03 The B in B-Player stands for Busy Founder
- No. 04 There is no such thing as a C Player Founder
- No. 05 Failure and invention are inseparable twins Founder
- No. 06 Authenticity is the most intangible invaluable interest you can have Human
- No. 07 Your mental health is not linear Human
- No. 08 Take. Take. Mistake. Cut. Direction. Retake. Founder
- No. 09 Authenticity is felt, not found Human
- No. 10 Imposter Syndrome ≡ Self-Awareness Human
- No. 11 Urgency is an emotion. Not a message. Sales
- No. 12 Nobody regrets qualifying out Sales
- No. 13 Arrogance is only a strength at holding back growth Human
- No. 14 Whether you were created or coded, you were put here to play a role Human
- No. 15 Authenticity beats deception Human
- No. 16 Being written Coming
- No. 17 Being written Coming
- No. 18 We fight most what we almost are Human
- No. 19 You can't coach a lagging indicator Sales
- No. 20 Judge decisions, not outcomes Sales
Four things I am known for
Go deeper on the subjects behind the Maxims.
MEDDPICC and MEDDICC
The common language for qualification, methodology and value selling, 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.
Read the hub →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.
About
Twenty years in sales. One book. One company. One journal.
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 book
MEDDICC. The number one best-selling book on the common language of sales.
Over 100,000 copies sold and more than 35,000 graduates of the Masterclass built on it. The common language for qualification, methodology and value selling, explained by someone who has run it in the room.
