Afleveringen
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This week weāre joined by Sophie from Major Accounts at Lunio, who shares her experience of using creative prospecting to successfully break into enterprise accounts at the executive level. We go on to discuss how she managed to sign a deal 3x AOV in just 80 days by truly being an advisor.
Our favourite part: Sophie emphasises the importance of using intentional language - framing conversations around "when" instead of "ifā.
If you're looking to elevate your executive prospecting strategy or simply want to learn from someone who's made the leap from mid-market to enterprise sales ā¦ check it out.
A MEDDICC partnership; www.meddicc.com
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When we first spoke to Ollie it was clear his level of preparation and diligence was so thorough he was about to reset our expectations about how high the bar could be raised:
āI felt very confident Iād win this deal simply because I knew no one else had prepared more than me.ā
What followed was a deep dive into the details and processes which led to one of the industries largest deals of the year.
In this episode youāll learn how to manage a deal cycle with over 100 stakeholders, how a simple traffic light system and a spreadsheet can be key project management tools, and how to think so big you can change the course of your career.
A MEDDICC partnership; www.meddicc.com
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Zijn er afleveringen die ontbreken?
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In this special bonus episode of No Big Deal, we're joined by double Olympian Jack Green to discuss the mental game behind peak performance. Jack shares insights from his athletic career and current work in wellbeing, including:
How to balance competitiveness with self-compassionThe importance of effort over resultsSetting priorities and maintaining focusUsing data and metrics effectivelyThe changing attitudes towards mental health in sportsApplying athletic mindsets to your lifeWhether you're in sales, sports, or any high-performance field, Jack's perspective on mindset and wellbeing is invaluable. Don't miss this candid conversation on what it really takes to perform at the highest level.
A MEDDICC partnership; www.meddicc.com
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Ever wondered what it takes to close a deal so big it redefines your entire sales org?
Tom White from Klaviyo joins us to break down how he landed a whale that was 4x larger than anything his segment had seen before.
From leveraging his wine industry experience to maintaining the illusion of nonchalance, Tom shares the strategic moves that propelled him to 700% quota attainment.
Learn why sometimes the best move is to do nothing, how to build a winning internal coalition, and why equal business stature matters more than you think.
Whether you're a seasoned AE or just starting out, this episode is packed with actionable insights to level up your sales game.
A MEDDICC partnership; www.meddicc.com
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In this special episode, hosts Jack & Jack pull back the curtain on their own high-stakes deals. These AEs dive deep into the strategies that helped them land game-changing contracts, from building champion relationships to navigating complex stakeholder environments.
Learn how to:
Leverage below-the-line intel to win over executivesUse the 'give-get' approach to maintain deal momentumBuild trust quickly with informal communication channelsCreate urgency without resorting to pressure tacticsWhether you're an SDR looking to level up or an experienced AE aiming to close bigger deals, this episode is packed with actionable insights from the trenches of enterprise sales.
This Episode will help you master the art of the big deal from two favourite AEās.
A MEDDICC partnership; www.meddicc.com
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We managed to snag some time with sales superstar Megan Huberty, who's basically the BeyoncƩ of hitting quotas. In between renovating her house and making the rest of us look bad, she dropped some serious knowledge on how to crush it in sales.
šŖ Authenticity? ā Building rapport? ā Being insanely prepared? ā Megan's got it all covered.
Oh, and she also shared her secret to paying off student debt by 27. š (Hint: It involves selling a metric ton of software.)
Connect with Megan; https://www.linkedin.com/in/meganhuberty/ A MEDDICC partnership; www.meddicc.com
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Libby Owen-Jones just crashed NBD, and it was a wild ride!
This sales hotshot has been around the block, selling stuff in more industries than you can count on one hand!
If you're bored and got nothing better to do, tune in to hear her ramble on about:
1. Wrangling change management like it's no biggie š“
2. Closing deals bigger than your ego šš°
3. Juggling multiple threads like a circus act š¤¹āāļø
4. Schmoozing your way to a fancy new job title šš¼
Plus, she's all about championing diversity in tech sales! š
A MEDDICC partnership; www.meddicc.com
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No Big Deal sat with Kaylee Chappelow last week to hear how her biggest deal came from seamless project management and giving continual feedback to her team.
AE's tend to get caught in a position where no one works for them ... but everyone works on their deals. You'll hear in this episode how Kaylee manages this with poise and quite frankly an abundance of emotional intelligence.
If you want tactical tips from one of New Yorks best performing AE's about project and stakeholder management this is the episode for you.
A MEDDICC partnership; www.meddicc.com
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Danās episode has so many talking points we couldnāt decide on a title (lazy), instead, we listed the key talking points from the episode:
Leveraging others to work with ChampionsBecoming consciously confident in your sales processWhen to break your process for certain customersTo Katsu curry or not to Katsu CurryDan closed the company's first X-figure deal, youāll find out the rest when you listen ā¦ out today.
A MEDDICC partnership; www.meddicc.com
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You rarely meet a salesperson with a track record that should have its own Netflix series.
Brianās been to Presidents club 5x at Linkedin, Slack & Click-Up ā¦
With equal parts charisma, execution and accuracy, Brianās the kind of rep who could be your competition and youād still want him around.
Our next guest is so quotable we did the 3 quotes thing:
āWeāre kinda fooled into thinking we love chasing the deal or getting close but itās the process that makes you happyā
āIf you're thinking about a question to ask a client because youāre worried itās going to blow the deal ā¦ ask it straight awayā
āAfter four hours of discovery with the head of engineering and we got to the point where ā¦ā
I wasnāt lying when I said this was our Beckham Documentary. If the teaser doesnāt do it for you ā¦ do us a favor and qualify yourself outā¦
A MEDDICC partnership; www.meddicc.com
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The biggest mic drop moment of Season 2 ā¦ Ollie talks through some of Sales most complex headscratchers; Successfully presenting Cost of Inaction, Opportunity Loss, and capitalizing on the Impulse Curve.
Itās an education in presenting big-stakes messaging, and doing it with style. Ollieās episode is so good we should start charging.
A MEDDICC partnership; https://meddicc.com/
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Imagine being handed your new account list and one of the top accounts was notoriously hard to grow. Wellā¦ that didnāt stop Kate. Listen in to find out how Kate creatively engaged the C-suite, delivered above and beyond customer value and ended up with one of Salesforce UKās largest upsells in 2023. Oh and donāt forget about the recommendation the CEO wrote on her LinkedIn.
She is that good.
A MEDDICC partnership; https://meddicc.com/
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Itās not often you get to sit and pick the brains of a high achiever like Multiverseās George Mann. In this episode Jack and I sat tight and shut-up, as George took the reigns and talked us through perhaps the most unique deal story youāve ever heard. Follow the ups and downs of a tale that includes a red-herring, a sales casino, a fable in EQ and a question you can never hear too many times ā¦
ā¦ Do you really have a champion?
A MEDDICC partnership; https://meddicc.com/
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Kendall from Skaled is notoriously ruthless when it comes to qualification. Today, we learn about experiencing the hard lessons in order to close the biggest deal of her career. We focus in on how to connect with senior buyers on a human level, how to bring personality back to 30 minute zoom intervals and how letting your team feel the pinch will help them more in the long run.
Check out Kendallās episode to learn about strategy, people and the fall before the rise.
Connect with Kendall here.
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Mattās Sales Motion is thorough. Heās customer-centric, talks without ego, and is a humble student of the game.
In this 35-minute episode he walks through, in meticulous detail, how he closed his first enterprise deal at Seismic.
Itās academic, itās self-aware, and itās full of actionable anecdotes.
https://www.linkedin.com/in/matthewburge92/
https://linktr.ee/nobigdeal.pod
https://www.linkedin.com/in/jack-fox-a286a6154/
https://www.linkedin.com/in/jackneicho/
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Emily Jobson is No big Deals first "Closed-Lost" story ... the sales cycle is near perfect, except one major flaw. Emily spots her mistake, and uses the momentum to win more deals with her whole buying committee.
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Frances joined a new company with a new innovative product no one had ever hear of - she moved country, started a new role, and went on to close a deal 5x the average order value …Check out Episode 15 to find out how!
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Scott is a senior enterprise AE at Reachdesk, and he recently closed a deal 4 times their average order value … he talks us through how you can do this even in a downmarket!
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