Keno Helmi, a seasoned five-time CRO with expertise at leading tech firms, dives into the intricacies of B2B sales negotiation. He stresses the importance of managing price perception and positioning products as premium offerings to highlight value. Keno outlines a negotiation protocol that includes qualifying conditions and preparing for trade-offs. He emphasizes early engagement with procurement and leveraging non-price elements, alongside mastering ROI discussions to navigate objections and close successfully.

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.

Keno Helmi, a five-time CRO with extensive experience in the technology industry, discusses the importance of proof of value (POV) in the sales process. He highlights the need for clear success criteria and involving the economic buyer (EB) to improve forecasting. Keno shares best practices for running a successful POV, including thorough qualification, defining objectives, and debriefing with the champion. He emphasizes the importance of presenting a comprehensive report to the EB after the POV.