196: Vicki Kovacs on CEO Mode, MEDDPICC, and Mastering Expansion Sales at SysAid

Vicki Kovacs is the top-performing Expansion Account Executive at SysAid, finishing well above quota for two consecutive years. In this episode, Vicky breaks down how she treats her book of business like a CEO, why disciplined sales process matters more than ever, and how trust and relationships remain irreplaceable in an AI-driven world.

She shares her journey from studying psychology to building a long-term career in enterprise tech sales, along with the frameworks, habits, and mindset that fuel her success. From MEDDPICC and discovery to internal relationships and going the extra mile, Vicky offers a practical blueprint for sellers who want to move from "good" to truly great.

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