David Weiss, chief services officer at MEDDICC and longtime sales leader, joins host Mark Osborne on the B2B Growth Blueprint podcast to share how two decades in technology, consulting, and professional services shaped his mission to help the sales community sell better. With experience at ADP, Outreach, Seismic, The Sales Collective, and as founder of DealDoc, David explains how MEDDICC gives revenue teams a common language to evaluate deals objectively, identify gaps, and run repeatable plays that drive consistent results.  He breaks down why sales is ultimately change management, where buyers must see value outweighing risk before moving from their current state to a better future state. David also reveals the biggest pitfalls he sees in early-stage companies transitioning out of founder-led selling, and why sustained behavior coaching, not one-time training, is the only path to lasting performance improvement.  Quotes:  "My purpose in living is to help the sales community sell better."  "MEDDICC is not just letters on a slide; it is the building blocks of every deal you work."  "Stop focusing on training and start focusing on behavior change, observation, and reinforcement."  "You did not hire someone because they suck; you hired them because you saw something in them."  "Chance favors the prepared mind; in sales, we create our own luck through preparation and process."  Takeaways:  MEDDICC creates a shared language that exposes deal risk and drives predictable execution.  Founder-led selling only scales when everything is documented and turned into a repeatable system.  Hiring big company stars fails without brand, process, and realistic expectations.  Behavior change requires long-term coaching, not one week of training.  Strong discovery and preparation come from mastering small, coachable skills.  Conclusion:  David Weiss's journey highlights that modern selling relies on discipline, documentation, and behavior change rather than charisma or isolated training events. By embracing MEDDICC, building clear systems, and coaching to measurable behaviors, leaders can transform both individual sellers and entire revenue organizations into consistently high performing teams.  Links Mentioned:  Website: Meddicc - https://meddicc.com/   Guest Links:  LinkedIn: https://www.linkedin.com/in/davidlbweiss    

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