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In this Heavybit Speaker Series presentation, PagerDuty's Global VP of Sales Trenton Truitt uses the MEDDICC model to inform enterprise sales tactics. Trenton is a strategic and operational sales leader who is currently VP of Worldwide Sales at PagerDuty. He is responsible for all revenue at PagerDuty and works closely with the executive team to define and execute Go To Market strategy. Trenton has held sales positions at both startups and Fortune 200 companies, including Appcelerator, EMC and PTC. He's an expert in large enterprise sales and designing sales strategies for SaaS companies. Full video available here: http://www.heavybit.com/library/developer-go-to-market/video/2014-07-22-trenton-truitt
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HOW TO CLOSE
LARGE ENTERPRISE DEALS
TRENTON TRUITT TRENTON@PAGERDUTY
MY BACKGROUND
Why buy anything Why buy your solution Why buy now
MEDDICC
METRIC Define, capture and communicate the values used to make a decision More than the ROI on the project
Arm the champion with a narrative to save/make money
METRIC
Share similar success stories and build metrics for your champion
WHY HOW
ECONOMIC BUYER The person who owns the budget for your service
ECONOMIC BUYER
Ask your champion
Shorten the sales cycle
WHY HOW
DECISION CRITERIA The values by which your service is evaluated
DECISION CRITERIA
Ensure your strengths are part of the criteria Understand your competition’s technology Lay traps for your competition
Control the criteria or it will control you
WHY HOW
DECISION PROCESS Answer 3 Questions:
How are decisions made Who is in the power base Who will move each stage forward
DECISION PROCESS
Ask the client to walk you through the decision process. Then ask the same question of everyone you meet. Trust, yet verify.
Forecast your sales Focus your resources Protect your time
WHY HOW
IDENTIFY PAIN POINTS The measurable problem your solution will solve
IDENTIFY PAIN POINTS
Ask the EB or Champion Understand the value of the problem you are solving
WHY HOW
CHAMPIONS The person that will stake their badge on your technology.
CHAMPIONS
Find the right person who has a way-in to sponsor your solution Arm them with Metrics
A champion sells for you when you aren’t in the building. Nothing happens without a champion. Period.
WHY HOW
COMPELLING EVENT An event that drives the timing of a decision
COMPELLING EVENT
Ask. What are the implications of not having a solution implemented by X-date. Write the narrative
Understand WHEN the client needs to be up and running Work with your champion to CREATE the reason
WHY HOW
EXAMPLE of MEDDICC
MEDDICC
THANK YOU TRENTON TRUITT TRENTON@PAGERDUTY @trentontruitt
MEDDICC with�
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