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Brian McCarthy serves as our Chief Revenue Officer (CRO) here at Rubrik where he has led our global go-to-market sales strategy for over two and a half years. Brian has over 20 years experience in the tech industry and recently served as the CRO at ThoughtSpot. Yesterday, Brian joined the Revenue Builders Podcast and was interviewed by 5x CRO, John McMahon where Brian shared his story as well as some brilliant sales leadership tips and thought leadership from his expansive ar

In my articles, I often reference the famous sales methodology MEDDPICC (if you are not familiar with MEDDPICC or need a refresher, read this article.) For those of you who follow and understand MEDDIC, you know the "C" stands for Champion and a Champion is the most important component of any given deal. More on that later. But what defines a sales champion? What's the difference between a Coach and a Champion? In this article, I'm going to leave you with a clear depiction be