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PagerDuty VP of Sales Trenton Truitt on Enterprise Deals

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In this Heavybit Speaker Series presentation, PagerDuty's Global VP of Sales Trenton Truitt uses the MEDDICC model to inform enterprise sales tactics. Trenton is a strategic and operational sales leader who is currently VP of Worldwide Sales at PagerDuty. He is responsible for all revenue at PagerDuty and works closely with the executive team to define and execute Go To Market strategy. Trenton has held sales positions at both startups and Fortune 200 companies, including Appcelerator, EMC and PTC. He's an expert in large enterprise sales and designing sales strategies for SaaS companies.

Full video available here: http://www.heavybit.com/library/developer-go-to-market/video/2014-07-22-trenton-truitt

Publicada em: Tecnologia
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PagerDuty VP of Sales Trenton Truitt on Enterprise Deals

  3. 3. Why buy anything Why buy your solution Why buy now
  4. 4. MEDDICC
  5. 5. METRIC Define, capture and communicate the values used to make a decision More than the ROI on the project
  6. 6. WHY HOW Arm the champion with a narrative to save/make money METRIC Share similar success stories and build metrics for your champion
  7. 7. ECONOMIC BUYER The person who owns the budget for your service
  8. 8. ECONOMIC BUYER WHY HOW Ask your champion Shorten the sales cycle
  9. 9. DECISION CRITERIA The values by which your service is evaluated
  10. 10. DECISION CRITERIA WHY HOW Ensure your strengths are part of the criteria Understand your competition’s technology Lay traps for your competition Control the criteria or it will control you
  11. 11. DECISION PROCESS Answer 3 Questions: How are decisions made Who is in the power base Who will move each stage forward
  12. 12. DECISION PROCESS WHY HOW Ask the client to walk you through the decision process. Then ask the same question of everyone you meet. Trust, yet verify. Forecast your sales Focus your resources Protect your time
  13. 13. IDENTIFY PAIN POINTS The measurable problem your solution will solve
  14. 14. IDENTIFY PAIN POINTS WHY HOW Ask Understand the value of the EB or Champion the problem you are solving
  15. 15. CHAMPIONS The person that will stake their badge on your technology.
  16. 16. CHAMPIONS WHY HOW Find the right person who has a way-in to sponsor your solution Arm them with Metrics A champion sells for you when you aren’t in the building. Nothing happens without a champion. Period.
  17. 17. COMPELLING EVENT An event that drives the timing of a decision
  18. 18. COMPELLING EVENT WHY HOW Ask. What are the implications of not having a solution implemented by X-date. Write the narrative Understand WHEN the client needs to be up and running Work with your champion to CREATE the reason
  19. 19. EXAMPLE of MEDDICC
  20. 20. MEDDICC
  22. 22. MEDDICC with!