Introduction

What makes a deal more compelling than a near-cancellation and a mild concussion?

In this episode of Elite Dealers, Pim is joined by MEDDICC’s own Jake Jeffries, as they dive into a deal that totally shifted the trajectory of his sales career. It was the largest deal he had been involved in at the time, with £1m over two years.

SHOWNOTES:
What makes a deal more compelling than a near-cancellation and a mild concussion?

In this episode of Elite Dealers, Pim is joined by MEDDICC’s own Jake Jeffries, as they dive into a deal that totally shifted the trajectory of his sales career. It was the largest deal he had been involved in at the time, with £1m over two years.

The path to this deal was paved with learnings – Jake’s top tip that came from this deal was using sales velocity as a guiding light to determine where to focus your energy and figure out what industries to attach your solution to.MEDDPICC was an essential aspect of this deal, with the Champion assisting Jake and his team through engagements, even when it seemed like the deal wasn’t going ahead. 

With blockers like a worldwide crisis, the success of this deal demonstrates that keeping a focus on the value you can provide and who benefits most from that value can lead you to a rock-solid business case. 

ABOUT JAKE:
Jake Jeffries didn't really have a choice, sales was the only option. (I don't know if this counts, but he says it does...) Jake started selling door to door lawn mowing at age 12 in the hot Arizona summer sun. 

He tried to study Journalism, Finance, and enjoyed a fair few extracurriculars but somehow finished uni among the first class of the Professional Sales Degree program at Arizona State. He even tried escaping to Denver and starting a career in recruiting, but after reading "Predictable Revenue" by Aaron Ross he found himself starting, formally, a career in sales.

Fast forward almost a decade later he's been a top performer at companies like Branch, Multiverse, and now MEDDICC where he works with our largest customers to empower GTM teams to reach their maximum potential.

"I've always enjoyed the science and the art of selling. MEDDPICC completely transformed my career and I'm thrilled to be bringing that to the people I get to work with now" - Jake

ABOUT ELITE DEALERS:
Elite Dealers is a MEDDICC MEDIA production brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.