Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.We cover:	•	Why Meltwater chose SPICED over MEDDIC or BANT	•	How to structure deal inspection cadences that actually work	•	Building methodology into your CRM, scoring, and dashboards	•	Why enablement isn’t enough—and how to align managers	•	Using AI agents for deal scoring, inspection, and coaching	•	What “10x sellers” might look like with operational AI supportJulien Cerutti on LinkedIn: <a href="https://www.linkedin.com/in/juliencerutti/">https://www.linkedin.com/in/juliencerutti/</a> Pipeline Visibility Cheat Sheet: <a href="https://www.getweflow.com/content/pipeline-visibility-cheat-sheet">https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠</a>Janis on LinkedIn: ⁠⁠⁠<a href="https://www.linkedin.com/in/janiszech">https://www.linkedin.com/in/janiszech</a> ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠<a href="https://www.linkedin.com/in/philippstelzer">https://www.linkedin.com/in/philippstelzer</a>Chapters:(00:00:00) Meet Julien & His Role at Meltwater(00:03:00) Choosing SPICED & Aligning Global Teams(00:07:20) Operationalizing SPICED in Salesforce(00:11:45) Why Deal Inspections Need Their Own Cadence(00:15:40) Enabling Managers to Drive Adoption(00:20:00) AI Use Cases: Scoring, Coaching, Feedback(00:24:15) Vision for 10x Sellers with AI Agents(00:28:40) Book Recommendations & Closing Thoughts

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#88 How Meltwater Scaled GTM & RevOps Across 30+ Countries - with Julien Cerutti, VP of Global Revenue Strategy

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