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.

Third time’s the charm?

That was definitely two-time VP of Sales James Bissell’s experience when it came to MEDDIC deployment. In this episode of Elite Dealers, Pim chats with James about his differing experiences implementing MEDDPICC across organizations.

With 15 years of sales experience, James has had highs and he’s had lows. In his own words, he likes to fail fast, which means either quick growth or quick learnings. A clear standout from the beginning of his MEDDPICC experience was the power of the Champion, and what having someone in your corner can do.

James partnered with MEDDICC for his third and most successful deployment of MEDDPICC, and shares with Pim the impact of creating a common language across the whole Go-To-Market team.

ABOUT JAMES:

James has spent over ten years in B2B sales as a high-performing individual contributor and the last three years as a two-time Vice president of Sales.

In both leadership roles, James increased productivity, and his proudest achievement was increasing the annual recurring revenue at HR tech start-up StaffCircle by 1,000%.

Now, James is helping Founders and CEOs implement and operationalise his proven sales playbook.

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.

What makes a deal more compelling than a near-cancellation and a mild concussion?

In this episode of Elite Dealers, Pim is joined by MEDDICC’s own Jake Jeffries, as they dive into a deal that totally shifted the trajectory of his sales career. It was the largest deal he had been involved in at the time, with £1m over two years.

SHOWNOTES:
What makes a deal more compelling than a near-cancellation and a mild concussion?

In this episode of Elite Dealers, Pim is joined by MEDDICC’s own Jake Jeffries, as they dive into a deal that totally shifted the trajectory of his sales career. It was the largest deal he had been involved in at the time, with £1m over two years.

The path to this deal was paved with learnings – Jake’s top tip that came from this deal was using sales velocity as a guiding light to determine where to focus your energy and figure out what industries to attach your solution to.MEDDPICC was an essential aspect of this deal, with the Champion assisting Jake and his team through engagements, even when it seemed like the deal wasn’t going ahead.

With blockers like a worldwide crisis, the success of this deal demonstrates that keeping a focus on the value you can provide and who benefits most from that value can lead you to a rock-solid business case.

ABOUT JAKE:
Jake Jeffries didn't really have a choice, sales was the only option. (I don't know if this counts, but he says it does...) Jake started selling door to door lawn mowing at age 12 in the hot Arizona summer sun.

He tried to study Journalism, Finance, and enjoyed a fair few extracurriculars but somehow finished uni among the first class of the Professional Sales Degree program at Arizona State. He even tried escaping to Denver and starting a career in recruiting, but after reading "Predictable Revenue" by Aaron Ross he found himself starting, formally, a career in sales.

Fast forward almost a decade later he's been a top performer at companies like Branch, Multiverse, and now MEDDICC where he works with our largest customers to empower GTM teams to reach their maximum potential.

"I've always enjoyed the science and the art of selling. MEDDPICC completely transformed my career and I'm thrilled to be bringing that to the people I get to work with now" - Jake

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, Pim chats with Harriet MacEacharn from Darktrace about a groundbreaking deal that highlights the significance of multi-threading. Taking about 18 months from beginning to end, with 4 million TCV, it was one of the biggest deals in EMEA at the time.

As is the true sign of an elite dealer, when Harriet looks back at this deal, despite her not using MEDDPICC at the time, she recognizes its pivotal elements as driving forces behind the deal's success. Talk about a killer framework!

Throughout the episode, Harriet shouts out different members of her team who engaged with various stakeholders. Their hard work provided invaluable insights that shaped the deal’s trajectory. Tune in to uncover the true power of an amazing and reliable team.

ABOUT HARRIET:
Harriet has been in sales for 8 years, becoming a key part of Darktrace’s successful growth story when she joined the company five years ago.

Regularly in the top 5 UK performers throughout her tenure, Harriet has continued to improve and develop and as of 2023 now holds the title of Worldwide Sales Rep of the Year, beating over 600 of her colleagues in sales to the title, with total new business bookings for FY22/23 over $12,000,000.

As a Senior Account Director in the Enterprise Team, Harriet heads up a team of high performers and is responsible for their upskilling and development whilst also retaining her own targets.

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, 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.

Elite Dealers is a brand new show 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 the second episode - Pim chats to Emerging Manager at GoCardless, Conor Hyland.

Conor Hyland is an Emerging Manager at GoCardless, who has a 10-year career that has taken him across the globe.

Of his 10 years in the sales industry, 7 were spent in the Middle East. Conor’s first role was as a Community Affairs project manager with Microsoft, after which he would venture across to the Middle East. After starting as a Trade Development executive in Dubai for Enterprise Ireland, he would go on to have roles that led him to corporate training, revamping sales and GTM teams, and would speak at live events in front of over 400 people.

After finishing his time in the Middle East with LinkedIn, Conor then went back to Ireland to do his MBA before joining GoCardless after desiring to enter the fintech space.

Whether it was taking the plunge with Enterprise Ireland and moving to the Middle East or speaking to hundreds of people to train and revamp Go-To-Market teams, Conor Hyland has had a breadth of experience in his 10 years in sales 🗺

Currently at GoCardless as Emerging Manager, Conor has continued to add to this experience which has led him to work on his biggest deal. In this Elite Dealers episode, he breaks it down with a MEDDPICC analysis to show you how he managed to pull it off and what he could have improved 💳

Reflection is key during a sales career, but so is being fair to yourself and building up a thick skin as you drive for more and more success - which is why we love the below quote from Conor.

“As the saying goes, we’re living for that 30%, the other 70% is losing so you have to have thick skin and be ready to get up and go again.”

Conor shares some brilliant bits of advice for all salespeople in this must-listen episode 💭