Masters of MEDDICC | Lucy Williams-Jones | The Formula Behind 25 Presidents Clubs in a Row

25. That's the number of consecutive Presidents Clubs Lucy Williams-Jones has qualified for. Across some of the greatest companies in our industry, BMC, MongoDB, Datadog and now Astronomer, Lucy has built one of the most consistent and decorated careers in enterprise sales. 

In this episode, Andy Whyte sits down with Lucy to unpack what separates a lucky career from a legendary one. From the impact of AI on modern selling to the growing complexity of buying committees, Economic Buyer engagement and what it really takes to build a champion, this is a masterclass in consistency. 

You'll learn: 
✅ Why AI is making salespeople lazy and what the best sellers do differently 
✅ How buying committees have grown from 1-2 people to 10-15 and what that means for how you sell 
✅ Why your Economic Buyer should be your champion and how to get there early ✅ The traits that separate A Players from the rest 
✅ How to use MEDDPICC as a personal framework, even when job hunting 
✅ Why you can't build a champion on WhatsApp 

🕐 Chapters: 
0:00 Introduction 
2:06 AI taking away tasks for salespeople, making them potentially lazy 
2:58 How would you use AI as a young AE? 
3:38 Using AI as a junior analyst 
5:20 Discovery calls, new business meetings and AI 
6:18 Customers becoming fatigued with AI 
7:28 The human element being taken out of sales with AI 
8:55 AI tools and automated emails 
11:49 Game theory and multiple AI emails 
13:12 Sellers and buyers having more data 
14:08 A Players vs B Players and becoming the vendor of choice 
15:59 The changes in buying committees and Economic Buyers over the last 25 years 
17:14 How personas have changed and how that affects MEDDPICC and multiple champions 
19:58 How people movement between organisations affects deals 
21:09 How prospects may come back to you later in their careers 
22:43 Getting to the Economic Buyer and earning the right to discuss with them 25:12 Testing champions 
27:28 The traits of a champion and sales not being a linear path 
29:20 Champions are funny things 
31:28 Deals aren't being done on the golf course anymore 
32:08 Maximising your time with a champion 
32:59 The five gold coins analogy 
35:06 You can't build a champion on WhatsApp 
35:43 The rules of engagement with a champion 
37:18 The champion and WhatsApp relationship 
39:01 Story about an old boss and champion updates 
40:14 Fawlty Towers analogy 
41:43 Economic Buyers in different sized companies 
43:20 Getting the Economic Buyer involved in deals 
44:11 Identifying Economic Buyer peers and getting to them early 
46:05 Economic Buyer access being part of the process early 
47:20 MEDDICC selling to prospects using the behaviours we teach 
50:51 Advice for salespeople trying to join A Player companies 
52:28 Working for a tech sales startup 
54:31 Qualifying companies you interview for 
57:18 The Female Sales Leader book 
58:02 Going the extra mile in the recruitment process 
59:11 Making hiring managers your champion when looking for a new role 

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