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HOW TO CLOSE
LARGE ENTERPRISE DEALS
TRENTON TRUITT TRENTON@PAGERDUTY
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MY BACKGROUND
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Why buy anything Why buy your solution Why buy now
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MEDDICC
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METRIC Define, capture and communicate the values used to make a decision More than the ROI on the project
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Arm the champion with a narrative to save/make money
METRIC
Share similar success stories and build metrics for your champion
WHY HOW
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ECONOMIC BUYER The person who owns the budget for your service
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ECONOMIC BUYER
Ask your champion
Shorten the sales cycle
WHY HOW
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DECISION CRITERIA The values by which your service is evaluated
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DECISION CRITERIA
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
WHY HOW
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DECISION PROCESS Answer 3 Questions:
How are decisions made Who is in the power base Who will move each stage forward
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DECISION PROCESS
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
WHY HOW
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IDENTIFY PAIN POINTS The measurable problem your solution will solve
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IDENTIFY PAIN POINTS
Ask the EB or Champion Understand the value of the problem you are solving
WHY HOW
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CHAMPIONS The person that will stake their badge on your technology.
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CHAMPIONS
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.
WHY HOW
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COMPELLING EVENT An event that drives the timing of a decision
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COMPELLING EVENT
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
WHY HOW
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EXAMPLE of MEDDICC
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MEDDICC
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THANK YOU TRENTON TRUITT TRENTON@PAGERDUTY @trentontruitt
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MEDDICC with�