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.