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 support
Julien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/
Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer
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
