ELITE DEALERS: Persistence, Pain, and Preparation with Misha Jessel-Kenyon

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 this size, and how carefully wielding all the steps at different levels can secure executive engagement and a mega deal. They talk about how finding and seriously implicating pain can transform an account with a small buy-in to one of record-size. ABOUT MISHA:Misha was one of the first reps on the ground at Salesloft in the UK and quickly became their #1 rep in EMEA. Ranked by Wiser as the top SaaS sales rep in the UK in 2021, Misha had closed nearly 20% of Salesloft EMEA revenue before exiting.Misha is now a Major Accounts Director at Zscaler, managing some of their biggest accounts in UK&I. He now also runs an angel investment syndicate for go-to-market professionals who want to invest in European SaaS businesses.ABOUT ELITE DEALERS:Elite Dealers is a MEDDICC MEDIA production 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.

Om Podcasten

Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC. Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.  Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.