Stop wasting time on leads that won't close and learn how to navigate the complex stakeholder web to reach the person with overall authority.

In the global market, there is an abundance of clients, but it’s easy to get lost chasing the wrong ones. Most sales teams fall into the "easy to be busy" trap—filling their CRM with activity that never turns into revenue.

In this episode of Start Global Insights, host Dmytro Shvets sits down with Olha Kobrina, Channel Sales Manager at Splunk (a Cisco Company), to reveal how to transition from a "pitchman" to an "intelligence agent."

Olha breaks down the MEDDPICC framework, a high-stakes qualification methodology used to navigate complex B2B stakeholder ecosystems.

In this episode, you will learn:

• The "Busy" Trap: Why high activity levels often mask a lack of real progress.
• The Economic Buyer's Role: How to identify the person with the overall authority to find budget and provide the final sign-off.
• Champion vs. Coach: Why relying on the wrong internal advocate is the #1 reason complex deals die.
• The Budget Myth: How "Identified Pain" can create a budget even if one wasn't initially allocated.
• RFP Strategy: Why rushing to answer a Request for Proposal is often a race to the bottom.

Timestamps:

00:00 – The "Easy to be Busy" Trap.

05:36 – Why "Interest" is a dangerous metric.

12:26 – Introduction to the MEDDPICC framework.

15:52 – Identifying the Champion vs. the Coach.

21:14 – The RFP Trap and AI in procurement.

30:52 – Navigating the Economic Buyer’s authority.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Olha Kobrina https://www.linkedin.com/in/olha-kobrina-a0954310/

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