In this episode of Elite Dealers, Pim is joined by Nicole Senna, SMB Account Executive at CrowdStrike. When it comes to Champions and Economic Buyers, there is no downplaying the importance of engaging with C-level executives – but Nicole emphasizes the vital role played by Directors and VPs, since they are the ones seeing the day-to-day and who wi…

Even if you don’t call them a Champion, they’re crucial to winning a deal. In this episode of Elite Dealers, Pim chats with Adam Clarke from Oyster, a true testament to the transformative power of MEDDIC. Adam tells Pim about a deal he won before he used MEDDIC, and how in hindsight he could see that it was having a Champion that took the account f…

The only way to get better is by learning from your mistakes. That’s one of the focuses of this episode of Elite Dealers, where Pim is joined by Will Collinge, Regional Director at LexisNexis. Together, Pim and Will dive into a deal that slipped for Will and his team to uncover what they would have done differently. Leadership can play a huge role …

Third time’s the charm? That was definitely two-time VP of Sales James Bissell’s experience when it came to MEDDIC deployment. In this episode of Elite Dealers, Pim chats with James about his differing experiences implementing MEDDPICC across organizations. With 15 years of sales experience, James has had highs and he’s had lows. In his own words, …

What makes a deal more compelling than a near-cancellation and a mild concussion? In this episode of Elite Dealers, Pim is joined by MEDDICC’s own Jake Jeffries, as they dive into a deal that totally shifted the trajectory of his sales career. It was the largest deal he had been involved in at the time, with £1m over two years. SHOWNOTES: What make…

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, despit…

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 this first episode, Pim talks with Alex Kane - a Strategic Account Executive where they discuss a deal involving a food tr…

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 GoC…

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 …