The Revenue Revolution Podcast

Why B2B deals stall late, the value of always-on discovery, and MEDDICC.

By Simon Watson · 13 Feb 2026

Episode 77 of The Revenue Revolution Podcast, hosted by Fred Diamond and presented by Jointflows. 34 minutes.

We talk about why B2B deals so often stall late in the cycle, why discovery should never switch off once a deal is open, and how a framework like MEDDICC brings discipline to qualification and helps lift close rates.

Jointflows also published a companion article on the same theme: Improve B2B close rates with always-on discovery and MEDDICC discipline.

Simon Watson
Exited founder. Built my own agency from zero to a 7-figure exit. Three exits in all, once as the founder and twice inside the leadership team. I help founders of B2B businesses add an extra £1m in profit, without the business depending on them.

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