ELITE DEALERS: Misha Jessel-Kenyon

If MEDDPICC isn't working in your team, the instinct is to blame the framework. But MEDDPICC isn't the problem.

Elite Dealers: With Pim Roelofsen and Misha Jessel-Kenyon

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.

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