Elite Dealers - By MEDDICC Media
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.
22:09
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Quick takeaways
- Having multiple champions throughout the sales process is crucial for success, as they can provide guidance and introductions to key stakeholders.
- Taking a proactive approach in the sales process, including early engagement with potential champions and stakeholders, helps mitigate risks of delays and align closely with the customer's buying process.
Deep dives
Importance of Champions
Champions play a crucial role in closing deals and without them, success would not be possible. This podcast episode highlights the significance of having multiple champions throughout the sales process, as they can provide guidance, introduce key stakeholders, and ensure smooth progress. Having strong relationships with these champions allows for open communication and helps address any potential distractions or challenges that may arise.
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