About SMG
About Sales Meddic Group
The Sales MEDDIC Group is operated by two managing partners, Jack Napoli and Steve Ammann.
They have worked together over many years and have teamed up to deliver MEDDIC based workshops and sales tools that support the MEDDIC sales methodology. Jack is a legend in the high tech sales development arena. Steve brings current field seller coaching experience to foster engagement in delivering the MEDDIC curriculum versus just compliance.
“We care about the outcome of the workshops, and that outcome is increased sales performance.”
We have also grown to include some x PTC sales leaders as delivery partners. See bios below.
Managing Partners
Jack Napoli
With over 30 years ’experience in professional sales and entrepreneurship, Jack is a highly sought after educator, facilitator, coach, and consultant on the subject of continuously improving sales productivity and performance.
Jack offers street smart strategic and tactical advice that guides new and experienced Sales Reps to higher levels of Sales Performance.
Jack began his Sales career in Software Sales in 1981. He has specialized in the sale of high-technology solutions dealing in six and seven-figure transactions and complex sales cycles to CEOs, COOs, CFOs, CIOs, and other senior executives.
Steve Ammann
Steve has over 25 years experience in complex B2B sales. Steve learned and adopted the MEDDICC qualification process during his 12 year tenure at the PTC Corporation. During that time, he field trained over 200 sales reps and several sales managers in the MEDDICC qualification methodology.
“What I learned at PTC by applying MEDDICC on every sales call and during weekly forecast meetings quarter after quarter was invaluable and MEDDIC continues to pay dividends in terms of sales performance metrics for me.”
Partners
Bill is a senior sales executive with exemplary track record of driving sustained revenue growth and profitability. Designs and executes winning, multi-channel sales strategies; builds direct sales teams that consistently outperform quotas. Astute relationship manager highly experienced in building strategic channel/alliance programs with industry leaders that boost long-term revenue value and accelerate growth.
Specialties & Expertise:
International business development, sales strategy, MEDDIC sales methodology, channel programs, alliance management, customer relationship management, and team leadership.
Cliff Dorsey is an experienced executive with 25+ years of high tech and Saas sales experience and over 9 years as Chief Revenue Officer withdeep expertise in sales execution, go-to-market strategy, businessdevelopment and revenue growth. Fundamental to Cliff’s success is hisfocus and ability to enable high performance teams leveraging MEDDICC,effective Sales Process, and value based selling methodologies. Mr.Dorsey has 20+ years of sales leadership experience and has held multiple sales leadership roles at Parametric Technology Corporation (PTC),Medallia, LivePerson and Welcome Software.
Mr. Dorsey has fully owned and implemented MEDDICC into five high performing sales organizations over the last 15 years. Most recently at Welcome Software (formerly NewsCred) this led to ACV increase of 75% year over year and also 20 quarters of achieving forecast commits within +/- 6% of projection. MEDDICC was critical to the success of LivePerson and the journey from $17m to $185m over Cliff’s tenure.
Prior to his corporate career Mr. Dorsey served on both active duty and the reserves as an Army Officer. Mr. Dorsey received a B.S. in Mechanical Engineering from The University of Maryland.
