HOW TO CLOSE

LARGE ENTERPRISE DEALS

TRENTON TRUITT TRENTON@PAGERDUTY

MY BACKGROUND

Why buy anything Why buy your solution Why buy now

MEDDICC

METRIC Define, capture and communicate the values used to make a decision More than the ROI on the project

Arm the champion with a narrative to save/make money

METRIC

Share similar success stories and build metrics for your champion

WHY HOW

ECONOMIC BUYER The person who owns the budget for your service

ECONOMIC BUYER

Ask your champion

Shorten the sales cycle

WHY HOW

DECISION CRITERIA The values by which your service is evaluated

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

DECISION PROCESS Answer 3 Questions:

How are decisions made Who is in the power base Who will move each stage forward

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

IDENTIFY PAIN POINTS The measurable problem your solution will solve

IDENTIFY PAIN POINTS

Ask the EB or Champion Understand the value of the problem you are solving

WHY HOW

CHAMPIONS The person that will stake their badge on your technology.

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

COMPELLING EVENT An event that drives the timing of a decision

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

EXAMPLE of MEDDICC

MEDDICC

THANK YOU TRENTON TRUITT TRENTON@PAGERDUTY @trentontruitt

MEDDICC with�