Embedding Predictable Growth using the MEDDIC Methodology with Glen Howard

In this episode, Tom Walsh, Executive Search Manager at Annapurna, sits down with Glenn, SVP of Sales, EMEA at Kollective Technology, to uncover what it really takes to scale a high-performing sales team using the MEDDIC methodology.

Having spent nearly 13 years at Kollective Technology, Glenn has gone from being a member of the sales team to leading revenue functions across EMEA and uses his experience to share insights on:

✅ Avoiding the "Super IC" trap and making the shift to true leadership
✅ Building repeatable, scalable sales processes that drive long-term success
✅ Embedding MEDDIC to improve deal qualification and forecast accuracy

Glenn also explains why he believes MEDDIC is much more than just a framework, emphasising its crucial presence for creating a high-performing, results-driven sales culture.

Whether you’re a seasoned sales leader looking to fine-tune your strategy or an aspiring manager preparing for the next step, this conversation is packed with actionable takeaways to improve your approach.

🎧 Tune in now to learn all you need to know about sales strategies.