Tuesday Mar 04, 2025

Talking Shop with the Father of MEDDICC - Dick Dunkel

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda DeVlugt and Tim Riesterer sit down with the legendary Dick Dunkel, known as the father of MEDDICC, the sales qualification methodology that has transformed enterprise sales for over three decades.

Dick shares the story behind MEDDICC’s creation, offering a rare glimpse into the origins of this data-driven framework and its ongoing relevance in today’s sales landscape. From the perspective of both sellers and modern buyers, Dick explains how MEDDICC helps enterprise teams qualify leads, build stronger pipelines, and close deals more effectively. As a practitioner with decades of hands-on experience, Dick delivers actionable insights that every sales leader can apply immediately.

Tune in to discover:

  • The foundational principles that make MEDDICC timeless
  • How to align your sales process with the evolving needs of modern buyers
  • Proven strategies for building and converting robust sales pipelines

Links and Resources:

Learn about Dick Dunkel
Our guest today, Dick Dunkel, is known as the father of MEDDICC, a sales qualification methodology used to help sales teams determine if a lead is a good fit for their sales funnel. He’s also a practicing revenue growth leader at Cloudera. As VP of Field Enablement at Cloudera, he leads his team to elevate sales execution and impact customer performance. Throughout his career, he's helped major corporations and world-class brands adapt to change and improve business performance through innovative technology and process improvement.

Learn about Amanda DeVlugt
A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.

Learn about Tim Riesterer
As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth.

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