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.
