Elite Dealers - By MEDDICC Media
Elite Dealers - Episode #3 - Persistence, Pain, and Preparation with Misha Jessel-Kenyon
Oct 16, 2023
Misha Jessel-Kenyon, experienced in navigating complex deals, discusses his biggest deal with $1.1m ARR and nearly 100 stakeholders. They delve into the importance of persistence and MEDDPICC in securing executive engagement. They also highlight the transformational power of finding and implicating pain in an account. The podcast explores topics like having a strong foundation and playbook, creating a point of view and conducting desk research, decision criteria, challenges in a complex deal, and tying in economic decision criteria.
27:26
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Quick takeaways
- The deal's success was built upon a strong pain point and having a champion with power and influence.
- To make a deal of this magnitude, it is essential to align with the board's most important initiatives.
Deep dives
Importance of Pain and Champion
The deal's success was built upon a strong pain point and having a champion with power and influence. This combination was crucial in driving the deal forward and garnering support from internal stakeholders as well.
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