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Similar to SaaS Growth 2021 - Why is everyone talking about qualification? MEDDIC MEDDICC MEDDPICC
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SaaS Growth 2021 - Why is everyone talking about qualification? MEDDIC MEDDICC MEDDPICC
- 6. Dan Fougere Datadog CRO Carlos Delatorre TripActions CRO Luca Lazzaron Sprinklr CRO Keith Butler Observe CRO Patrick Ball Privitar CRO Richard Rivera Vibes CRO Mark Musselman Vapor IO SVP Sales WW Anthony Palladino Airsera CRO Andy Sadler Imply GM EMEA Mike Earnest Zscaler RVP Sales Cedric Pech MongoDB CRO Ted Girard Snowflake VP Sales Jeremy Duggan Multiverse President Steve McCluskey Multiverse VP of GTM Paul Cant BMC VP EMEA Martin Carty Founder & CEO SVP WW Tom Schmit AuditBoard CRO Mark Tringale Sprinklr VP Americas Andy Byron Lacework President Richard Duggan Pindrop VP Sales US, Canada JP Bolen ThoughtSpot VP Sales Americas Mauro Trione Delphix RVP Sales Mike Granieri Classy EVP GTM Chris Healey Snowflake RSD New England Philippe Van Hove Lacework VP Central, South EMEA Travis Patterson Imply CRO Adam Aarons Classy Advisor just some of the bladelogic sales team (not very diverse ) 👀
- 13. this slide won’t make any sense if you’ve not seen rocky (not sorry)
- 15. before we talk about what qualification is…
- 16. we need to talk about what it is not...
- 17. it’s not about us!
- 18. it’s about our customers
- 19. is our solution a good fit for this customer? yes no can this customer buy?
- 20. what is your timeline?!
- 21. New Stakeholder throws a spanner in You Don’t know the customer makes decisions You don’t know the customers buying process You don’t have access to influential people You get de-prioritized because value isn’t seen Your Competition is always on the front foot Customer doesn’t feel the Pain You find yourself ‘just checking in..’ No real Champion signs of bad qualification
- 22. so, how do we focus on the customer (value)? who what how
- 23. by taking this approach (and applying consultative discovery) • what are their goals/challenges? • and what is stopping them/slowing them down from meeting them? • who is impacted by it? and… • therefore, who should be involved? • what is the value? revenue? costs? • how much does it matter? • what does the customer need from you?
- 24. how do you stay on top?
- 25. I CH M E DC paper process implicate pain champion metrics economic buyer decision criteria DP decision process competition P CO 🔌 shameless plug alert 🚨 (other qualification frameworks are available ) 💁♂️
- 26. I CH M E DC paper process implicate pain champion metrics economic buyer decision criteria DP decision process competition P CO who what how
- 27. ok... cool, but what if...
- 28. is our solution a good fit for this customer? yes no
- 29. qualify out
- 30. is our solution a good fit for this customer? yes no is there someone else? can we dig deeper? can we broaden the scope? can we influence the criteria?
- 31. qualify out
- 32. one of two things happen: 1. customer agrees 2. customer talks you out of it
- 33. “pipeline kills all ills” “qualified pipeline kills all but wait…
- 35. pipeline conversion gold panner (expectation) 1 in 8 won
- 36. pipeline conversion gold panner (expectation) 1 in 4 1 in 8 won professional
- 37. pipeline conversion gold panner (expectation) 1 in 4 1 in 8 won professional
- 38. pipeline conversion gold panner (expectation) 1 in 4 1 in 8 1 in 10 won professional gold panner (reality)
- 39. 1 in 4 • researched stakeholders • read annual report • sent an agenda • timely follow-ups • networked with partners • took seller to lunch • built beautiful proposal • more discovery • more qualificationg with the freed-up time
- 40. 1 in 4 • build more pipe • spend time with customers to make them successful • less frantic – learn and develop, or relax
- 41. 1 in 4 1 in 10 sells 50% more 🔥
- 42. ”All I want to know is where I'm going to die, so I'll never go there.”
- 43. “All I want to know is which deals are going to die, so I can qualify out of them.”
- 44. “Nobody Regrets Qualifying Out”
- 45. 1 in 4 sells 50% more 🔥 why is everyone talking about qualification? • sell 150% for the same effort • forecast more accurately • use resources more efficiently • focus on value
- 46. for more information visit: www.meddicc.com 💪 may your champions be strong
Editor's Notes
- You might be thinking? Qualification? They are?
- You might be thinking? Qualification? They are?
- You might be thinking? Qualification? They are?
- What better story than one about the GOAT sales leader – John McMahon
- What better story than one about the GOAT sales leader – John McMahon
- What better story than one about the GOAT sales leader – John McMahon
- What better story than one about the GOAT sales leader – John McMahon
- And I think my Mum only accounted for half.
- 1130 Enterprise SaaS jobs 1 in 6
- 1130 Enterprise SaaS jobs 1 in 6
- And those 1 in 6 are the top orgs (at least in my opinion) Rotation of logos
- but why You might be thinking? Qualification? They are?
- You might be thinking? Qualification? They are?
- You might be thinking? Qualification? They are?
- It’s not about us. It’s not about sales people It’s not about our companies Our products….
- It’s not about us. It’s not about sales people It’s not about our companies Our products….
- it’s about is there a genuine opportunity for us to provide value to our customer Where we go wrong is with the criteria in which we are qualifying….
- That sucks.. That sucks if you are the customer.. There is absolutely no value for the customer in answering those questions… Not to mention if as is so often the case today your proposition may be completely new to them... And therefore they don’t have budget… they don’t even know they need it yet!!!
- You’ll know if you haven’t answered these questions because you will feel your own pain:
- Who in the customers business stands to gain value from our solution? And Why? What pain are they facing right now? How much does it hurt? Who else is impacted? What is the customer going to be basing their decision on? What is the criteria in which they will judge you upon? What are they looking for? How will they decide? How will that process look?
- because
- because
- because
- because
- Some of the worst performing sales teams I’ve ever seen had the biggest pipeline. In fact, unless you are closing 1 in 5 opportunities or better I’d say your pipeline is too big People will surely say “but if you have more pipeline then there is likely to be more good pipeline among it”
- What are you? A professional elite sales person? Who values their time and knows they have tremendous value to offer their customer? OR Are you a like a gold prospector spending your day sieving through crap to try and find a small nugget of gold?
- it doesn’t take into account the impact of confidence better selling with the spare time the elite takes a former colleague out for lunch 12.5% 25% 10%
- it doesn’t take into account the impact of confidence better selling with the spare time the elite takes a former colleague out for lunch 12.5% 25% 10%
- confidence more time for pipe gen
- not just working on those deals with the spare time
- not just working on those deals with the spare time
- Wouldn’t you love a hack that told you which deals you were winning and what to do, and which deals you are going to lose?
- Wouldn’t you love a hack that told you which deals you were winning and what to do, and which deals you are going to lose?
- not just working on those deals with the spare time
- You’ll know if you haven’t answered these questions because you will feel your own pain:
- Super important factors in Sales Velocity