In this episode, Pim chats with Misha Jessel-Kenyon about one of the toughest and most enjoyable deals of his career so far. With $1.1m in ARR and nearly 100 stakeholders involved from both sides, this one was HUGE.

“You’ll lose a deal many times before you win a deal.”

The two dive into how essential the persistent use of MEDDPICC is to a deal of this size, and how carefully wielding all the steps at different levels can secure executive engagement and a mega deal. They talk about how finding and seriously implicating pain can transform an account with a small buy-in to one of record-size. 

ABOUT MISHA:

Misha was one of the first reps on the ground at Salesloft in the UK and quickly became their #1 rep in EMEA. Ranked by Wiser as the top SaaS sales rep in the UK in 2021, Misha had closed nearly 20% of Salesloft EMEA revenue before exiting.

Misha is now a Major Accounts Director at Zscaler, managing some of their biggest accounts in UK&I. He now also runs an angel investment syndicate for go-to-market professionals who want to invest in European SaaS businesses.

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.