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AUG 1, 2014 - 38 MIN

PagerDuty’s VP Sales: Managing Enterprise Sales

Intro

Truitt’s experience defining & executing large enterprise sales and go-to-market strategies for Appcelerator, EMC and PTC make him a well of knowledge for anyone interested in taking their revenue to the next level. Join Trenton and learn how a lean team, using the MEDDICC approach, can turn smaller credit card transactions into huge client contracts.

READING MODE
Outline
  • Background
  • MEDDICC
    • Metric
    • Economic Buyer
    • Decision Criteria?
    • Decision Process
    • Identify Pain Points
    • Champions
    • Compelling Event
    • MEDDICC Example
  • Q&A
Transcript