I am a big advocate of utilising what is around us to drive our careers and business forward. Right now, the days are getting longer, the daffodils are in full bloom and our energy levels are rising. It is the ideal time for us to grow by learning and refining our enterprise selling skillset.

Rob Howes (co-founder of Enterprise Sales Club) recently interviewed Dick Dunkel. Dick is the co-creator of the stellar Enterprise Selling methodology, MEDDIC / MEDDICC / MEDDPICC. His key expertise is in Value Selling, Customer Engagement Process and Technology ROI. Throughout his career, Dick has helped major corporations and world-class brands adapt to change and improve business performance through innovative technology and process improvement.

Dick shared great insights on how to succeed and close large deals. This episode is a stellar guide on how to use MEDDICC to identify and qualify “business outcomes”, the process of unlocking funds and credibility.

The key takeaways from his interview are:

• You don't have a champion, only have potential champion until they prove they have access to those with power and funds.

• To ensure that you thrive at enterprise sales during this pandemic, an optimal route is to sell business outcomes. It will give you more control of the timing and likely success of your deals.

• Visualise the end of the deal and backwards engineer each step along the way. It is vital to 'begin with the end in mind', by challenging assumptions, being clear of the economic and political landscape and to realise your role as the protector of company resources.

• An enterprise sale is a two-way value process, so you need to ensure throughout that you have ‘fair exchange of value'. Test if there is real interest in your proposition, by ensuring you are not the only one making commitments.

• You may have to start with steps 1, 2 and 3, then your champion needs to do steps 4, 5 and 6 and back to you to do steps 7, 8 and 9. You can’t be the only one making the commitments...

My personal Key Takeaways that I am implementing:

To thrive during this pandemic, make sure you sell business outcomes. It will give you more control of the timing and likely success of your deals.

It is vital to 'begin with the end in mind'.

Remember during an enterprise sale, it is a two-way value process, so ensure throughout you have ‘fair exchange of value'.

Knowing the decision and engagement plan involving the Economic buyers at the start is vital to a successful outcome of any complex enterprise sale.

Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.

Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.

If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at [email protected]

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