The big game: securing major deals

Strategies for winning larger deals

Author

Haris Halkic
April 16, 2024 • Reading Time: 4 minutes

The big game: securing major deals

Daily Sales Newsletter

April 16, 2024

 

Hey, this is SalesDaily. It delivers sales insights like pouring coffee into your cup – strong, invigorating, and ready to get things done.

In today’s issue:

  • Keep it short: Slides for CEOs

  • Winning by design: Full workshop

  • Your champion: 3 methods that work

  • Deep work: It’s not about being busy

“Just give me 3 really good bullet points.”

Here’s a quick pro tip from Nate Nasralla on making your pitches stand out: Keep it super simple. Take it from Gregg Scoresby, a big-time CEO who’s seen it all. He ditches the lengthy slides for three sharp bullet points. That’s it. This approach cuts through the noise, making sure your key points pop and stick.

Understanding today's complex enterprise sales

Enterprise sales isn't just about big deals and meeting CEOs. These old ideas can lead sales teams the wrong way.

Jacco van der Kooij from Winning by Design breaks down what really matters in enterprise sales.

  1. Understand the buyer's journey - Align your sales process with how the buyer prefers to purchase, not just how you want to sell.

  2. Think beyond big deals - Sometimes, smaller, manageable deals can be more effective. Consider breaking bigger deals into smaller, more approachable parts.

  3. Elevate the experience - Aim for top-notch, consistent customer service that spans over time, much like the service at a Four Seasons hotel.

  4. Prioritize over budgeting - It's easier to adjust project priorities in your favor than to increase a client’s budget.

  5. Focus on impact - Don’t just sell; help your customers achieve significant outcomes.

Watch the full recording here (YouTube).

How to build a champion in your deals

Kyle Asay shares three methods that help empower your champion to accelerate your sales process:

  1. Connect your solution to personal gains for your champion, not just company benefits. Learn what drives them, like potential promotions, and demonstrate how your product supports their personal success.

  2. Openly address potential risks. Discuss what could go wrong and how to prevent it, helping your champion feel secure about endorsing your solution.

  3. People forget details, so keep summarizing key points and help your champion present these effectively to their team.

TO-GO

6-figure discovery - Nailing 6-figure discovery means asking deep questions that hit company goals, unlocking higher commissions for you. "It's about smart chats, not just ticking boxes," says Tanveer.

#1 Enterprise AE at Salesforce - In his video, Ian Koniak explains how he shifted from an inward to an outward selling approach. He emphasizes moving away from just trying to hit quotas to genuinely helping customers achieve their goals.

Deep Work > Busyness - Brandon wasn't all about the flashy sales tactics. Instead, he nailed it by doing the deep work behind the scenes - crafting killer proposals and really getting what the clients needed.

Winning the Enterprise Deals - Mahoney shares her story with Brian G. Burns and how she got into sales. You will get really cool learnings out of this interview.

QUOTE OF THE DAY

❝

"You can’t be busy and frenetic and bouncing off the walls with 100 projects if you’re obsessed about doing something really well.”

— Cal Newport

MEME

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