In this episode of Elite Dealers, Pim is joined by Nicole Senna, SMB Account Executive at CrowdStrike. When it comes to Champions and Economic Buyers, there is no downplaying the importance of engaging with C-level executives – but Nicole emphasizes the vital role played by Directors and VPs, since they are the ones seeing the day-to-day and who will really notice the Pain.Nicole Senna is coming up on her second year as a SMB Account Executive within CrowdStrike. Born and raised in Raleigh, NC, she graduated from East Carolina University with her MBA and had plans to pursue Tech Sales as a long-term career. What she loves most about working for CrowdStrike are her team, and the ability to connect with so many unique individuals, help solve complex problems, and learn/grow every day in this industry. On a personal note, she loves spending time with family, friends, and exploring new hikes with her dog, Tia.ABOUT NICOLE:Nicole Senna is coming up on her second year as a SMB Account Executive within CrowdStrike. Born and raised in Raleigh, NC, she graduated from East Carolina University with her MBA and had plans to pursue Tech Sales as a long-term career. What she loves most about working for CrowdStrike are her team, and the ability to connect with so many unique individuals, help solve complex problems, and learn/grow every day in this industry. On a personal note, she loves spending time with family, friends, and exploring new hikes with her dog, Tia.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.

Even if you don’t call them a Champion, they’re crucial to winning a deal.In this episode of Elite Dealers, Pim chats with Adam Clarke from Oyster, a true testament to the transformative power of MEDDIC. Adam tells Pim about a deal he won before he used MEDDIC, and how in hindsight he could see that it was having a Champion that took the account from 20k ARR to 300k.Adam is passionate about how much of a game-changer it is to have MEDDIC ingrained into your organization. It lets you work with what you know, rather than what you assume. Using that knowledge, Adam and his team were able to turn a previously lost deal into a win!This episode drives home how much of an impact using MEDDPICC as a true common language can have on your entire organization - a must-listen!ABOUT ADAM:Adam is the Senior Director of Global Sales at OysterHR, a leading fully remote Employer of Record (EOR) dedicated to fostering equitable employment worldwide. With over two decades of experience, Adam has held key roles as a VP and Managing Director within mission-driven HR tech scale-up ventures. A seasoned LV 7 Executive Coach and two-time recipient of British Excellence in Sales Awards, Adam is deeply committed to learning and practising the science of sales, in addition to advancing diversity, professional growth, remote work, and streamlining organizational scaling complexities.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.

The only way to get better is by learning from your mistakes. That’s one of the focuses of this episode of Elite Dealers, where Pim is joined by Will Collinge, Regional Director at LexisNexis. Together, Pim and Will dive into a deal that slipped for Will and his team to uncover what they would have done differently.Leadership can play a huge role in the success of a deal. Pim and Will discuss how sellers can leverage their leaders when engaging key stakeholders, and what leaders can do to really help their reps. From start to finish, this episode is full of great learnings for anyone interested in sales – it even includes tips on MEDDPICC implementation!ABOUT WILL:Will is an international Sales Leader with six years of IC and four years of Leadership experience in Enterprise Software sales. Will has worked in and led territories and sales teams across Europe including New Business Only, Enterprise and Strategic Accounts, consistently overachieving and attending four President’s Clubs.He has lived and worked in Shanghai and London, but moved to Paris in October 2022 where he lives with his wife Margaux.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.

In this episode, James Bissell, a two-time VP of Sales with 15 years of sales experience, discusses the power of a champion in implementing the MEDDICC framework. He shares the impact of creating a common language across the whole Go-To-Market team and the success achieved through embedding learnings into systems. The podcast emphasizes the importance of enabling champions, failing fast, and having regular meetings and intimate engagement with accounts for sales team success.

Jake Jeffries, a member of MEDDICC, shares his experience with a game-changing deal in his sales career. He discusses the importance of sales velocity and focusing on the right accounts. They also talk about the significance of user experience and building relationships with stakeholders. Additionally, they highlight the importance of having a qualified champion and building redundancy through a technical champion in a deal.

Harriet MacEacharn from Darktrace discusses a groundbreaking deal that highlights the significance of multi-threading. The deal was one of the biggest in EMEA, using the MEDDPICC framework. Harriet credits her team's hard work and insights for shaping the deal's success. The episode also explores the importance of identifying champions, decision criteria, proof of value, and the proactive and collaborative approach in sales.

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.

In this episode, Pim Roelofsen talks with Conor Hyland, an Emerging Manager at GoCardless. Conor shares his journey from the Middle East to Ireland, and his experiences in sales. The topics discussed include the importance of identifying objections and challenges early in the sales process, transitioning from an individual contributor to a leadership position, strategic deal approaches, tailoring messages in outbound strategies, the role of stakeholders in the sales cycle, and effective tools and preparation for successful sales.

Pim Roelofsen talks with Alex Kane, a Strategic Account Executive, about a deal with a large food trucking company. They discuss pain identification, building partnerships, aligning stakeholders, 'land and expand' contracts, and maintaining customer engagement.