High Tech Tin Man is a collection of perspectives, experiences, and strategies by Andy Grosso, an elite high-tech sales guy turned recruiter. Each episode brings insights from the people moving the ball and winning deals. In our first episode, we are honored to host the founders of Sales MEDDIC: Jack Napoli and Steve Ammann. MEDDIC is a qualification methodology that surfaces the best deals and prevents wasting effort on no-win opportunities. We dive deep into three key areas of MEDDIC: Metrics, Identifying Pain and Developing Champions.