Often a handful of your clients generates over 80% of your revenue. Signing and retaining these deals boosts top-line growth. If you are a scaling business, a handful of megadeals can transform your business by doubling or tripling your revenue. The challenge you often face is that there are only a few in your organisation that can orchestrate these big revenue deals. If you are one of them you often lack the bandwidth to be involved in multiple deals. This results in either big revenue deals that are left unaddressed or you are forced to send less qualified teams to orchestrate big deals which increases the risk of losing the deal.
In this 3-hour workshop we share the secret formula of how the high performing megadealers orchestrate large complex deals with less investment.
Disqualifying early and hard saves you time, money and resources on lost deals.
In Megadeals your value gets you through the door, risk mitigation closes the deal. We show the importance of risk mitigation in the orchestration process.
Every Megadealer we interviewed said that if you don't have trojan horses, you lose the deal. What are they and how do you get them.
Messaging architecture & content creation
We see all too often that companies communicate the benefits and features of products. If all your compeditors do the same, you will end up differentiating on price which drives down margins. It's also not inspiring and seldom adds perceived value to your target group. The best sales & marketing professionals develop messaging that drives thought leadership which educates, challenges and entertains their target audience. Turns this into powerful content in the form of posts, videos and articles to name a few. They pushes the content out frequently through both meetings and digital touchpoints. When done properly it scales your sales & marketing which engages your target audience to create a pull towards your services (vs having to chase). Done properly, it completely transforms your sales & marketing.
In this 3-hour workshop we share how to create messaging that drives thought leadership and turning that into powerful content. We call it the Messaging Architecture.
Fundamental messaging - this content gets you to “Yes I want to work with you”. This is the heart and soul of your content.
Deal Closing messaging - closes deals and helps build trust around what happens after we sign.
Orientational messaging draws and engages a broader audience that normally wont take notice.
content distribution - scaling your sales & marketing
In small to medium B2B deals there is often 3-10 stakeholders. Driving a traditional sales process with a good dialog technique (given you have a good business case etc) can win you the deal. In a more complex B2B deal, the stakeholders influencing the deal are significantly more and often dispersed geographically. We also see parties outside the buyers' organization impacting the deal like suppliers, consultants and politicians to name a few. Together this forms an ecosystem. In Megadeals, the better you understand the ecosystem and influence it the greater your chances of winning the deal. The trick is to drive consensus in this ecosystem to sway decisions your way, similar to a political campaign where you are winning votes.
Two common mistakes we see is that the risk of losing the deal is dependant on to few stakeholders and too reliant on physical meetings. The best megadealers compliment meetings with using multiple digital touchpoints to influence the ecosystem. Techniques like enterprise social selling and IP-targeted ads to name a few to disturb their messaging and powerful content frequently targeting the stakeholders in the ecosystem.
In this 3-hour session we share how to distribute your content targeting your stakeholders through multiple touchpoints.
Scale your sales & marketing so your messaging and content reaches your stakeholders frequently to be top of mind.
How to use digital touchpoints like enterprise social selling and IP-targed ads to name a few.