In this episode, Pim chats with Harriet MacEacharn from Darktrace about a groundbreaking deal that highlights the significance of multi-threading. Taking about 18 months from beginning to end, with 4 million TCV, it was one of the biggest deals in EMEA at the time.

As is the true sign of an elite dealer, when Harriet looks back at this deal, despite her not using MEDDPICC at the time, she recognizes its pivotal elements as driving forces behind the deal's success. Talk about a killer framework!

Throughout the episode, Harriet shouts out different members of her team who engaged with various stakeholders. Their hard work provided invaluable insights that shaped the deal’s trajectory. Tune in to uncover the true power of an amazing and reliable team.

ABOUT HARRIET:

Harriet has been in sales for 8 years, becoming a key part of Darktrace’s successful growth story when she joined the company five years ago.

 Regularly in the top 5 UK performers throughout her tenure, Harriet has continued to improve and develop and as of 2023 now holds the title of Worldwide Sales Rep of the Year, beating over 600 of her colleagues in sales to the title, with total new business bookings for FY22/23 over $12,000,000.  

As a Senior Account Director in the Enterprise Team, Harriet heads up a team of high performers and is responsible for their upskilling and development whilst also retaining her own targets.

ABOUT ELITE DEALERS:

Elite Dealers is a MEDDICC MEDIA production brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.

In this episode, Pim chats with Misha Jessel-Kenyon about one of the toughest and most enjoyable deals of his career so far. With $1.1m in ARR and nearly 100 stakeholders involved from both sides, this one was HUGE.

“You’ll lose a deal many times before you win a deal.”

The two dive into how essential the persistent use of MEDDPICC is to a deal of this size, and how carefully wielding all the steps at different levels can secure executive engagement and a mega deal. They talk about how finding and seriously implicating pain can transform an account with a small buy-in to one of record-size. 

ABOUT MISHA:

Misha was one of the first reps on the ground at Salesloft in the UK and quickly became their #1 rep in EMEA. Ranked by Wiser as the top SaaS sales rep in the UK in 2021, Misha had closed nearly 20% of Salesloft EMEA revenue before exiting.

Misha is now a Major Accounts Director at Zscaler, managing some of their biggest accounts in UK&I. He now also runs an angel investment syndicate for go-to-market professionals who want to invest in European SaaS businesses.

ABOUT ELITE DEALERS:

Elite Dealers is a MEDDICC MEDIA production brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.

Elite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.
 
 In the second episode - Pim chats to Emerging Manager at GoCardless, Conor Hyland. 
 
 Conor Hyland is an Emerging Manager at GoCardless, who has a 10-year career that has taken him across the globe.

Of his 10 years in the sales industry, 7 were spent in the Middle East. Conor’s first role was as a Community Affairs project manager with Microsoft, after which he would venture across to the Middle East. After starting as a Trade Development executive in Dubai for Enterprise Ireland, he would go on to have roles that led him to corporate training, revamping sales and GTM teams, and would speak at live events in front of over 400 people.

After finishing his time in the Middle East with LinkedIn, Conor then went back to Ireland to do his MBA before joining GoCardless after desiring to enter the fintech space.

Whether it was taking the plunge with Enterprise Ireland and moving to the Middle East or speaking to hundreds of people to train and revamp Go-To-Market teams, Conor Hyland has had a breadth of experience in his 10 years in sales 🗺

Currently at GoCardless as Emerging Manager, Conor has continued to add to this experience which has led him to work on his biggest deal. In this Elite Dealers episode, he breaks it down with a MEDDPICC analysis to show you how he managed to pull it off and what he could have improved  💳

Reflection is key during a sales career, but so is being fair to yourself and building up a thick skin as you drive for more and more success - which is why we love the below quote from Conor. 

“As the saying goes, we’re living for that 30%, the other 70% is losing so you have to have thick skin and be ready to get up and go again.” 

Conor shares some brilliant bits of advice for all salespeople in this must-listen episode 💭