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

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. Chapters0:00 Introduction4:12 Andy on what good looks like publicly5:43 Mike on the job of a GTM leader and leading by example7:07 Andy on MEDDIC as a common language7:45 Mike on pipeline reviews and stakeholder maps9:48 Andy on the business strategy of Amazon and working backwards11:11 Andy on customer feedback and key takeaways on MEDDIC and MEDDPICC12:28 Mike on talking to your people about pain and delivering value14:26 Mike on deal reviews and using MEDDIC as a compass18:17 Andy and Mike on moving down the organisation19:27 Mike on Champions and why the first person you talk to isn't always the right one21:03 Andy on Champions and sales culture22:23 Andy on Champions and the checklist mindset23:34 Mike on the Champion roadmap journey, competition and being in the wrong room24:49 Andy and Mike on competition and inertia27:22 Mike on sales being fun and not a checkbox exercise28:18 Andy and Mike on losing deals in sales29:38 Andy asks Mike a question30:59 Andy on true Champions31:54 Mike on qualifying out and testing Champions33:15 Andy on the best salesperson34:41 Mike on deal reviews and deal trusts35:37 Andy on POV discovery42:19 Mike on starting out in sales and climbing the career ladder#MEDDICC #MEDDPICC #SalesLeadership #B2BSales #ForecastAccuracy #SalesEnablement #RevenueGrowth𝘾𝙊𝙐𝙍𝙎𝙀𝙎 𝘼𝙉𝘿 𝙋𝙍𝙊𝙂𝙍𝘼𝙈𝙎💻 The MEDDPICC Masterclass: https://hubs.la/Q03BlQvk0🔵 MEDDICC Enable: https://hubs.la/Q03BlSqq0𝙎𝙊𝘾𝙄𝘼𝙇 𝘾𝙃𝘼𝙉𝙉𝙀𝙇𝙎🟦 LinkedIn: https://hubs.la/Q03BlTry0📸 Instagram: https://hubs.la/Q03BlTVN0📘 Facebook: https://hubs.la/Q03BlXhM0🎵 TikTok: https://hubs.la/Q03BlXFm0🧵 Threads: https://hubs.la/Q03BlZbl0❌ X: https://hubs.la/Q03Bl-c80𝙎𝙒𝘼𝙂👕 https://hubs.la/Q03Bl_qj0𝘽𝙍𝙄𝙇𝙇𝙄𝘼𝙉𝙏 𝘽𝙊𝙊𝙆𝙎📘 MEDDICC by Andy Whyte: https://hubs.la/Q03Bm3yM0📒 The Female Sales Leader: https://hubs.la/Q03Bm0QC0DISCLAIMERAll materials, including but not limited to videos, documents, presentations, brochures, pamphlets, manuals, guides, and any other informational or promotional content produced by MEDDICC© are protected by copyright laws and are the exclusive property of MEDDICC© 2026