

Elite Dealers - Episode #4 - MEDDPICC and Multi-threading with Harriet MacEacharn
Oct 16, 2023
Harriet MacEacharn from Darktrace discusses a groundbreaking deal that highlights the significance of multi-threading. The deal was one of the biggest in EMEA, using the MEDDPICC framework. Harriet credits her team's hard work and insights for shaping the deal's success. The episode also explores the importance of identifying champions, decision criteria, proof of value, and the proactive and collaborative approach in sales.
Chapters
Transcript
Episode notes
1 2 3 4 5
Introduction
00:00 • 2min
Transition and Success: Reflecting on a Major Deal and the Impact of MedPIC
01:49 • 4min
The Importance of Identifying Champions in the Sales Process
05:23 • 6min
Importance of Decision Criteria and Proof of Value
11:29 • 6min
The Importance of Proactivity and Collaboration in Sales
17:44 • 4min