Introducing Masters of MEDDICC - An interview series where we talk to the very most elite in the world of enterprise sales. Those who are truly the Masters of MEDDICC. In this first episode, we talk to Keno Helmi who has amassed over 25 years of experience in enterprise sales leadership from PTC and Opsware through to acting as VP Sales and CRO to over 7 leading technology companies. Keno talks about how he got his start in enterprise sales.
Finding MEDDIC at PTC and how it made its way into his playbook with all of his leadership roles since. Keno talks about Champion building, Champion testing and how to engage with the Economic Buyer. Today Keno uses the MEDDPICC variant of MEDDIC to include the Paper Process and Competition.