From Training to Transformation: How MEDDICC Helped Unily Elevate Its Sales Execution
Sales teams don’t need more theory.
They need clarity.
They need alignment.
They need practical frameworks that translate directly into better conversations, stronger qualification, and more consistent wins.
That was the focus when Unily brought its global go-to-market team together in Rome for its annual Sales Kickoff—and why MEDDICC training became a central part of the week.
Bringing Strategy and Execution Together
Unily’s Sales Kickoff was designed to do more than align on goals and forecasts. It was about reinforcing how the team works together, how they engage customers, and how they execute at a world-class level.
Across every session, one theme stood out: when teams collaborate, share openly, and stay focused on customer value, performance follows.
The content, conversations, and energy throughout the week reflected the strength of what Unily is building—a leading employee experience platform that is transforming how organizations operate.
But alignment alone isn’t enough.
To sustain growth, sales teams need a shared language and a consistent approach to opportunity management.
That’s where MEDDICC came in.
Bringing MEDDICC to Life
During the kickoff, Bill Norberg led two days of immersive MEDDICC training for Unily’s GTM organization.
Rather than focusing on theory, the sessions centered on real-world application—connecting the MEDDICC framework directly to Unily’s deals, customers, and sales motions.
The result was immediate.
As Mark Chambers, CRO at Unily, shared:
“Bill brought MEDDICC to life in a way that will change how we close deals.”
That feedback reflects what high-performing teams consistently experience when MEDDICC is implemented well: it becomes more than a methodology. It becomes part of how sellers think.
More Than a Framework: A Mindset Shift
One of the most powerful outcomes of the training wasn’t just improved deal qualification—it was a shift in mindset.
Sellers began to:
Ask better questions earlier
Uncover real business impact
Navigate complex buying groups more effectively
Build stronger executive alignment
Prioritize the right opportunities
Instead of relying on instinct or incomplete information, teams gained a shared, structured approach to evaluating and advancing opportunities.
This consistency strengthens forecasting, improves collaboration, and ultimately drives more predictable revenue.
At Unily, the impact was clear: MEDDICC wasn’t just adopted—it was embraced.
Culture, Collaboration, and Performance
Throughout the week, two themes captured the spirit of the team: #AllInToWin and #WeNotMe.
They reflected a culture built on shared ownership, accountability, and mutual support.
That culture matters.
When teams combine strong frameworks with strong collaboration, performance accelerates.
Unily’s kickoff demonstrated how investment in people—through training, alignment, and in-person connection—pays dividends for customers, partners, and the organization as a whole.
Why Enablement Matters More Than Ever
In today’s sales environment, buyers are more informed, decision cycles are more complex, and competition is relentless.
Winning requires more than talent.
It requires:
Clear qualification standards
Consistent deal management
Executive-level conversations
Repeatable processes
Ongoing skill development
High-impact enablement bridges the gap between strategy and execution.
That’s exactly what Unily’s leadership prioritized in Rome—and what made the MEDDICC training so effective.
Turning Feedback Into Forward Momentum
The unanimous feedback from Unily’s team highlights an important truth: when training is practical, relevant, and aligned to real business challenges, it creates lasting change.
It builds confidence.
It sharpens execution.
It elevates results.
For Sales Meddic Group, this engagement reinforced the importance of meeting teams where they are and helping them build sustainable, high-performance habits.
Looking Ahead
Unily’s Sales Kickoff in Rome wasn’t just a milestone—it was a foundation.
A foundation built on:
Strong leadership
Clear strategy
World-class enablement
A culture of collaboration
With that foundation in place, the organization is well positioned to carry momentum into 2026 and beyond.
Ready to Strengthen Your Sales Execution?
If your organization is looking to elevate qualification, improve deal discipline, and build a more predictable revenue engine, practical MEDDICC enablement can make the difference.
Sales Meddic Group partners with teams to turn proven frameworks into real-world results.