PagerDuty VP of Sales Trenton Truitt on Enterprise Deals

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In this Heavybit Speaker Series presentation, PagerDuty's Global VP of Sales Trenton Truitt uses the MEDDICC model to inform enterprise sales tactics. Trenton is a strategic and operational sales leader who is currently VP of Worldwide Sales at PagerDuty. He is responsible for all revenue at PagerDuty and works closely with the executive team to define and execute Go To Market strategy. Trenton has held sales positions at both startups and Fortune 200 companies, including Appcelerator, EMC and PTC. He's an expert in large enterprise sales and designing sales strategies for SaaS companies. Full video available here: http://www.heavybit.com/library/developer-go-to-market/video/2014-07-22-trenton-truitt

Tecnología

HOW TO CLOSE
LARGE
ENTERPRISE DEALS
TRENTON TRUITT
TRENTON@PAGERDUTY

Why buy anything
Why buy your solution
Why buy now

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

WHY HOW
Arm the champion with a
narrative to save/make
money
METRIC
Share similar success
stories and build metrics
for your champion

ECONOMIC BUYER
The person who owns the budget for your
service

ECONOMIC BUYER
WHY HOW
Ask your champion
Shorten the sales cycle

DECISION CRITERIA
The values by which your service is evaluated

DECISION CRITERIA
WHY HOW
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

DECISION PROCESS
Answer 3 Questions:
How are decisions made
Who is in the power base
Who will move each stage forward

DECISION PROCESS
WHY HOW
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

IDENTIFY PAIN POINTS
The measurable problem your solution will solve

IDENTIFY PAIN POINTS
WHY HOW
Ask Understand the value of the EB or Champion
the problem you are
solving

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

CHAMPIONS
WHY HOW
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.

COMPELLING EVENT
An event that drives the timing of a decision

COMPELLING EVENT
WHY HOW
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

THANK YOU
TRENTON TRUITT
TRENTON@PAGERDUTY
@trentontruitt

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PagerDuty VP of Sales Trenton Truitt on Enterprise Deals

1. HOW TO CLOSE LARGE ENTERPRISE DEALS TRENTON TRUITT TRENTON@PAGERDUTY

2. MY BACKGROUND

3. Why buy anything Why buy your solution Why buy now

4. MEDDICC

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

6. WHY HOW Arm the champion with a narrative to save/make money METRIC Share similar success stories and build metrics for your champion

7. ECONOMIC BUYER The person who owns the budget for your service

8. ECONOMIC BUYER WHY HOW Ask your champion Shorten the sales cycle

9. DECISION CRITERIA The values by which your service is evaluated

10. DECISION CRITERIA WHY HOW 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

11. DECISION PROCESS Answer 3 Questions: How are decisions made Who is in the power base Who will move each stage forward

12. DECISION PROCESS WHY HOW 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

13. IDENTIFY PAIN POINTS The measurable problem your solution will solve

14. IDENTIFY PAIN POINTS WHY HOW Ask Understand the value of the EB or Champion the problem you are solving

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

16. CHAMPIONS WHY HOW 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.

17. COMPELLING EVENT An event that drives the timing of a decision

18. COMPELLING EVENT WHY HOW 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

19. EXAMPLE of MEDDICC

20. MEDDICC

21. THANK YOU TRENTON TRUITT TRENTON@PAGERDUTY @trentontruitt

22. MEDDICC with!

PagerDuty VP of Sales Trenton Truitt on Enterprise Deals

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