You've finally got your target customer to a meeting. It's taken even more touchpoints than research says it should. How do you make sure you don't screw it up?
How can you maximize your chances of winning their business?
And once you've won it, making sure it gets past legal, finance - and to make sure they stick around as a happy customer?
Today we're taking you through what you need to cover so you can nail your demo, live quoting day, or however else it is you're meeting with your target customer.
This is part of our mini-series with 7x ex-head of sales, Adem Manderovic. We're combining marketing and sales forces to build a revenue engine with total alignment. The outcome? A more efficient acquisition system that leads to sustainable growth.
Today we are sharing step 3 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.
Step 3 is all about maximizing your chances of winning a deal.
Tune in and learn:
+ Why mega deals are the gold standard for business growth
+ Essential components for deal success, including market cataloging and objection handling
+ How to adapt mega deal strategies for smaller contracts
If you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework.
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00:00 Unlocking the Secrets of Mega Deals
02:10 Why Mega Deals are the Gold Standard
03:40 Essential Components for Deal Success
05:50 The Power of Live Quoting Days
07:20 Introducing Your A-Team to Clients
08:40 Aligning Expectations and Overcoming Objections
10:20 Navigating Legal and Credit Processes
11:50 The Commercial Pack: Sealing the Deal
13:20 Adapting Mega Deal Strategies for Smaller Contracts
14:40 Key Benefits of Partnership Alignment
15:30 The Importance of Customer Success Planning
16:10 Wrapping Up: Next Steps in the Framework
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👥 Are you a B2B marketer in a small team??
💰 Need to bring in more revenue for your company (so sales and your boss love you??)
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S06 E147 - The B2B Playbook
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