Brad McGinity hails from the Raleigh-Durham area. As a sales leader, he’s seen it all. Currently, he leads the 15Five as the CRO. Prior to 15Five he co-founded Windsor Circle a predictive marketing and analytics software provider where he ran sales. Before Windsor Circle, he was a top performing rep at Bronto Software (later acquired by NetSuite). Brad’s MBA from UNC keeps him Tarheel blue loyal. I’ve cold called Brad, sold to Brad, and let me tell you something, he understands sales and sales people. On September 27, 2018 at the Simply SaaS Forum, powered by Atlanta Ventures, Brad share on two big topics. 1) Defining Opportunity Stages - having clear stages with verifiable outcomes is the key to success. 2) Bulletproofing your process - use MEDDPICC to increase win rates.

1. Brad McGinity
Simply SaaS Forum
September 2018

2. Today’s Agenda
Opportunity Stages
Clear stages with
verifiable outcomes.
Bulletproofing
Using MEDDPICC
to increase win
rates.

3. Opportunity Stages
1. Qualification
2. Discovery
3. Demo
4. Engagement
5. Resolving Objections
6. Negotiation
7. Verbal
8. Closed Won

4. Qualification - Is this worth more of my time?
Verifiable Outcome
● Documentation showing the
answers to each of the
qualification criteria
● An AE corroborates the Opp
Action Steps
● BANT - Budget, Authority,
Need, Timeframe
● PUMA - Pain, Urgency,
Money, Authority
● SHITE - Seats, High Growth,
In 90 Days, Technical Fit,
Executive Buy-In

5. Discovery - What is our value prop for this customer?
Verifiable Outcome
● Must have a confirmed demo on the
calendar
Action Steps
● As Is - what are you doing today?
● Should Be - what do you want to be doing?
● Pain - what’s problems does the current
method cause you?
● Barriers - what’s prevented you from doing
something about this before now?
● Pay Out - what good thing happens if
solved?

6. Demo - Did I give the customer a vision of how we will
solve their problem?
Verifiable Outcome
● Scheduled another call to build more
value, but haven't identified specific
steps to close the deal => Engagement
● Identified specific steps to close the deal
(i.e. you started objection handling) =>
Resolving Objections
Action Steps
● Pain - What’s wrong with status quo
● Product - Show what you do about it
● Payoff - What are the results?
● Path - Show the bridge in the customer
journey from “here” to “there”

7. Engagement - This is where deals go to die.
Verifiable Outcome
● You don't have a scheduled call and the
prospect hasn't communicated with you
in the last 2 weeks => Closed Lost
● You identified clear steps to close the
deal => Resolving Objections
Action Steps
Get a list of your customers concerns about
moving forward with you!
Define your post-demo strategies:
● ROI Calculator
● Proposals
● Security Review
● Call with a CSM
● Executive Call
● “Follow Up Questions” meeting
● Free Trial
Get your list of objections, and get out ASAP!

8. Resolving Objections - Do I have “the list?”
Verifiable Outcome
● Resolve the non-pricing objections and
verify the prospect has selected you as
their best option with a targeted timeline
for a final decision
Action Steps
● Use objection handling techniques to resolve
all the customer’s objections, except for price
and legal
● Work the list in the order most favorable to
you

9. Negotiation - Can I find a deal (price, terms, legal) that
works for everyone?
Verifiable Outcome
● Resolve pricing, payment term, and legal
objections and the prospect verbally
agrees to the deal
Action Steps
● Use negotiation techniques to find a deal that
works for everyone
● Work the list in the order most favorable to
you
Remember: you have all the control!

10. Closed Won Stage
● Have a checklist for data integrity
● Have a handshake to Customer Success
with documentation and introductions
Verbal Stage
● Get the signed order form ASAP

11. Today’s Agenda
Opportunity Stages
Clear stages with
verifiable
outcomes.
Bulletproofing
Using MEDDPICC
to increase win
rates.
Where you are. How you’re doing.

12. Because the World Needs Another Acronym
● Metrics
● Economic Buyer
● Decision Process
● Decision Criteria
● Paperwork
● Identified Pain
● Champion
● Competition

13. Metrics - Quantify Success for Your Customer
Scoring Model
● 0 - KPIs not yet defined
● 1 - KPIs defined, but numbers
are missing
● 2 - KPIs defined and numbers
known
● Quantify the payoff your solution
brings to your customer
● Know the current and desired KPIs
(e.g. time, money, productivity,
attrition, conversion rate)
● Determine the numbers for each
KPI
Definition

14. Of those users, they say they’re 45%
more productive at work.
Overall, all users say they’re on avg. 32% more
productive at work since using 15Five.
Productivity
72%Of respondents say that 15Five has made
them more productive at work.

15. Economic Buyer - Know Who Controls the Money
Scoring Model
● 0 - Econ Buyer unknown
● 1 - Known, but no relationship
● 2 - Have a relationship
● This person owns the budget and
can move money around
Definition

16. Decision Criteria - Know the Customer’s Requirements
Scoring Model
● 0 - Don’t know requirements
● 1 - Know requirements, but
haven’t met all of them
● 2 - Customer has confirmed
you meet all requirements
● Both technical and non-technical
requirements
Definition

17. Tangent: Decision Criteria is Really Hard for Your
Customer

18. Decision Process - This is Mostly About Stakeholders
Scoring Model
● 0 - Don’t know stakeholders
● 1 - Understand process and
who stakeholders are
● 2 - Customer has confirmed
you can meet process
requirements and you’ve met
the stakeholders
● Know all the stakeholders involved
in the decision
● Ensure there are no hidden people
or depts
● Know how and when these
stakeholders will come to
consensus
Definition

19. Paperwork Process - Determine all Required Docs
Scoring Model
● 0 - Don’t know what needs to
be reviewed and signed
● 1 - Know what needs to be
reviewed and signed
● 2 - Know all the information, the
order in which things must
happen, and can closely
predict the signing date
● Determine all required documents
and what steps must be taken with
each one (e.g. legal, finance,
security, signatures)
● Is there more than one signer?
Definition

20. Identified Pain - If You Have No Pain, You Have No Deal
Scoring Model
● 0 - Don’t know what the pain is
● 1 - Uncovered the pain, but can’t
quantify it
● 2 - Uncovered and quantified
pain, and customer agrees that
“doing nothing” is not an option
● Determine the pain the customer is
experiencing
● Know the implications / costs of the
status quo
Definition

21. Management
Systems Are Broken
Unclear expectations
50% of employees don’t know what’s expected of them.
Source: Gallup
People feel disconnected
70% of teams feel emotionally disconnected at work.
The annual review doesn’t work
Only 20% of employees agree that their performance is
managed in a way that motivates them.
Lack of recognition
Only 1 in 3 workers say they’ve been recognized for doing
good work in the last week.
Image: Daniel Tafjord

22. Champion - Who wins because of this?
Scoring Model
● 0 - Don’t have a Champion
● 1 - Think you have a Champion,
but haven’t tested it yet
● 2 - You’ve tested the Champion’s
willingness to get your deal in
front of the Economic Buyer
● “Champion” is someone with
power/influence, and something to
gain because of your solution
● Willing to get your solution in front
of the Economic Buyer and pitch it
Definition

23. Competition - Whose Butt are You About to Whip?
Scoring Model
● 0 - Don’t have competitors
● 1 - Have a hunch who competitors
are
● 2 - Customer told you who
competitors are
● Find out who the competitors are
● This is a great way to test your
Champion’s commitment
● Steer the conversation based on
your relative strengths and
weaknesses
Definition

24. Summary
Opportunity Stages
● Goals for each stage
● Verifiable outcomes
● Common lanaguage
● Stages have meaning
MEDDPICC
● Don’t forget something
● Measure deal health
● Focus on most important
things

25. A management
system for modern
companies
15Five allows the agile company to manage
and coach employees as fast you sprint.
Questions?

26. 15Five
Customer Survey 2018

27. 15Five helps
people grow and
develop in just
15 minutes per
week...

28. Through an
increased focus
on priorities,
transparency
and feedback.

29. Management
Systems Are Broken
Unclear expectations
50% of employees don’t know what’s expected of them.
Source: Gallup
People feel disconnected
70% of teams feel emotionally disconnected at work.
The annual review doesn’t work
Only 20% of employees agree that their performance is
managed in a way that motivates them.
Lack of recognition
Only 1 in 3 workers say they’ve been recognized for doing
good work in the last week.
Image: Daniel Tafjord

30. The manager
accounts for at
least 70% of the
variance in
employee
engagement, but...
61% of new
managers never
receive training.
Source: Gallup

31. Backed by Science
Leading social science research
Our product decisions are guided by
Industrial/Organizational and positive psychology
research from the world’s top universities.

32. 99% Customer
Satisfaction Score
15Five is the highest rated performance
management solution of 166 vendors on
G2Crowd.
Surpassing industry averages for:
● Ease of use
● Quality of support
● Ease of admin use

33. Why Customers Loves Us
3 in 4 users say that they’re
more engaged in their work since
using 15Five. And on average
they say their engagement has
increased by 43%.
Source: 15Five customer survey

34. Of those users, they say they’re 45%
more productive at work.
Overall, all users say they’re on avg. 32% more
productive at work since using 15Five.
Productivity
72%Of respondents say that 15Five has made
them more productive at work.

35. When Using
15Five for
Performance
Management
Source: 15Five 2018 customer survey
Employee
productivity
Employee
Feedback
Better
Managers
+45 %
+54 %
+78 %

36. Let’s take a look!