In the very first episode of Masters of MEDDICC, we are joined by Chief Revenue Officer and former PTC constituent, Keno Helmi. Keno shares his knowledge of sales methodology, enterprise sales process, and leadership, as well as how to arm and educate your champion. With many years of experience under his belt, Keno makes sure to leave no stone left unturned.

SEGMENT TIMESTAMPS:

(00:10) Intro

(00:42) Backstory on Keno Helmi

(05:05) Replacing PTC salesforce with other technologies; hypothetical

(09:10) Hiring profile

(11:59) Remaining engaged

(12:58) Change in approach

(17:10) Adam Smith, the first economist

(20:05) “Rudy” Metaphor

(22:17) Champion as an important element of Meddicc

(28:30) How to build your champions into understanding mutual wins 

(32:29) PTC and paper processes 

(36:45) Playbook similarities to forecast methodology, account plan, and sales process in different companies   

(43:25) Head of sales ops, Steven LeBron

KEY POINTS:

·       Would removing the PTC element out of the sales methodology come with a different result? (05:45)

·       How important is it to hire people based on personality vs. those instructed on a specific approach? (09:10)

·       The importance of remaining engaged to sell (11:40)

·       Meddicc as a correction mechanism (15:50)

·       The importance of having a champion (23:47)

·       How to come to a mutual understating with your champion (28:33)

·       The origins of paper process (32:36)

·       The mutual advantages of having an experienced sales op (44:02)

 Learn more about MEDDICC at https://www.meddicc.com . 

Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC.