MASTERS OF MEDDICC

Masters of MEDDICC - Keno Helmi - 5x CRO - Enterprise Sales Leader - Episode #1

Nov 7, 2020

In this episode, Keno Helmi, Chief Revenue Officer and former PTC constituent, shares his knowledge of sales methodology and enterprise sales process. He discusses the importance of hiring based on personality traits, building relationships with customers, and engaging with the economic buyer. He also explores the evolution of the MEDDICC sales process and the significance of paperwork in software sales.

47:56

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Episode guests

Keno Helmi

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Quick takeaways

The importance of hiring non-technical, business-centric individuals for the salesforce to effectively articulate business value and outcomes to customers.

The critical role of champions in enterprise sales, including their access to the economic buyer and their impact on deal success.

Deep dives

Keanu Helme's Journey to Enterprise Sales

Keanu Helme shares his journey into the world of enterprise sales, starting with a career as an economics professor and eventually finding his passion for sales. He discusses how he stumbled into sales and the influence of his time at the company Parametric Technology Corporation (PTC), which had a significant impact on his sales worldview and methodologies. He highlights the importance of the hiring profile and sales methodology at PTC, emphasizing the effectiveness of the Medic sales methodology. Keanu also discusses the value of having a champion in the sales process and the impact of superior sales tactics on the success of deals.

The Invisible Hand and Mediating Deals

00:44

"Medic Unicorns", Complexity, and Sales Approaches

00:59

Introduction

5min

The Influence of PTC in Sales Leadership

6min

Building Relationships and Demonstrating Value in Perpetual License Organizations

2min

Evolution of Sales Tactics and Shift in Software Buying Process

2min

The Importance of Engaging with the Economic Buyer

17min

The Evolution of the MEDDICC Sales Process

16min

In the very first episode of Masters of MEDDICC, we are joined by Chief Revenue Officer and former PTC constituent, Keno Helmi. Keno shares his knowledge of sales methodology, enterprise sales process, and leadership, as well as how to arm and educate your champion. With many years of experience under his belt, Keno makes sure to leave no stone left unturned.

SEGMENT TIMESTAMPS:

(00:10) Intro

(00:42) Backstory on Keno Helmi

(05:05) Replacing PTC salesforce with other technologies; hypothetical

(09:10) Hiring profile

(11:59) Remaining engaged

(12:58) Change in approach

(17:10) Adam Smith, the first economist

(20:05) “Rudy” Metaphor

(22:17) Champion as an important element of Meddicc

(28:30) How to build your champions into understanding mutual wins

(32:29) PTC and paper processes

(36:45) Playbook similarities to forecast methodology, account plan, and sales process in different companies

(43:25) Head of sales ops, Steven LeBron

KEY POINTS:

· Would removing the PTC element out of the sales methodology come with a different result? (05:45)

· How important is it to hire people based on personality vs. those instructed on a specific approach? (09:10)

· The importance of remaining engaged to sell (11:40)

· Meddicc as a correction mechanism (15:50)

· The importance of having a champion (23:47)

· How to come to a mutual understating with your champion (28:33)

· The origins of paper process (32:36)

· The mutual advantages of having an experienced sales op (44:02)

Learn more about MEDDICC at https://www.meddicc.com .

Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC.

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