Masters of MEDDICC - Keno Helmi - 5x CRO - Enterprise Sales Leader - Episode #1

Episode notes

In the very first episode of Masters of MEDDICC, we are joined by Chief Revenue Officer and former PTC constituent, Keno Helmi. Keno shares his knowledge of sales methodology, enterprise sales process, and leadership, as well as how to arm and educate your champion. With many years of experience under his belt, Keno makes sure to leave no stone left unturned. SEGMENT TIMESTAMPS: (00:10) Intro (00:42) Backstory on Keno Helmi (05:05) Replacing PTC salesforce with other technologies; hypothetical (09:10) Hiring profile (11:59) Remaining engaged (12:58) Change in approach (17:10) Adam Smith, the first economist (20:05) “ Rudy ” Metaphor (22:17) Champion as an important element of Meddicc (28:30) How to build your champions into understanding mutual wins (32:29) PTC and paper processes (36:45) Playbook similarities to forecast methodology, account plan, and sales process in different companies (43:25) Head of sales ops, Steven LeBron KEY POINTS: · Would removing the PTC element out of the sales methodology come with a different result? (05:45) · How important is it to hire people based on personality vs. those instructed on a specific approach?