Published 4/2023
MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHz
Language: English | Size: 1.32 GB | Duration: 2h 39m
A sales blueprint for founders or salespeople to do multi-million SAAS deals with new customers
Free Download What you'll learn
Can you do it: Are you, your customers and your product ready for a $1m SAAS deal?
Swarming in Sales: How to swarm to find the right executive buyer faster then everyone else!
Collaborating with customers: How to build a joint business case?
Multi-year deals: How to turn a proof of concept into a multi-year software deal!
Getting a renewal: Eliminating renewal risk in your multi-year software deals
Requirements
There are no requirements to complete this course. Just a passion for wanting to close your first big software contract. Exposure to smaller deals will help you get up to speed faster.
Description
This course will provide you a successful blue print to close multi-million dollar SAAS deals with large enterprise and government customers.You need to be patient. It's a different approach.It will cover a focused approach to driving a successful multi-year deal. It includes templates and practical activities that have helped the founder generate over $30m in deals per year from a non-business or sales background.It will teach you to craft a heroic deal.It will help you save money on bad intent tools by focusing on customer annual reports and understanding their business.It will help you:1. Ensure your product, customers and personality is ready for big deals.2. Find the right executive buyer in a focused approach3. Build a joint business case with a customer for long-term investment4. Win over procurement and avoid deal slip5. Nail your annual renewal6. Turn your proof of concept into multi-year contract without a free trial.This course will provide you the blueprint documents so you can run this process to drive deals straight away;A template for an internal business case memoA template for an a great discovery meetingA template for swarmingA template for mutual success planAt the end of the course you can submit your first internal business case memo for a review by Tom Moore to help you drive your first multi-million dollar sale and receive one on one feedback.
Overview
Section 1: Introduction
Lecture 1 Introduction to Heroic Deals and getting started
Lecture 2 Are you, your product and your customers ready for Heroic deals?
Lecture 3 Are you ready and suited for collaborative selling?
Lecture 4 Can you think 2 to 10 years ahead?
Lecture 5 Is your product ready for multi-million dollar deals?
Lecture 6 Is your customer ready for multi-million dollar deals?
Lecture 7 Summary
Section 2: How to swarm to find the right executive buyer?
Lecture 8 Why is it harder to get meetings in 2023?
Lecture 9 What is swarming?
Lecture 10 How to swarm and is it valuable?
Lecture 11 How to find sales opportunities in an annual report part 1?
Lecture 12 How to find sales opportunities in an annual report part 2?
Lecture 13 How to review annual report? Walkthrough Video of M+S Customer
Lecture 14 How do I evolve my swarming approach?
Lecture 15 How do I establish a credible online voice to support my swarming approach?
Lecture 16 How do I establish a credible voice part 2!
Lecture 17 Summary
Section 3: How to build joint business cases to drive multi-million dollar deals?
Lecture 18 What is better a joint business case or a proposal?
Lecture 19 What is a joint business case?
Lecture 20 How to build a internal memo for a customer part 1!
Lecture 21 How to build an internal memo for a customer part 2!
Lecture 22 How to build an internal memo for a customer part 3!
Lecture 23 How to build a plan for mutual success with your customer part 1!
Lecture 24 How to build a plan for mutual success with your customer part 2!
Lecture 25 How to build a plan for mutual success with your customer part 3!
Lecture 26 What are the steps to position the customer to build a joint business case?
Lecture 27 How to conduct a great discovery meeting to drive a joint business case!
Lecture 28 How to conduct a great discovery meeting to drive a joint business case Part 2!
Lecture 29 Summary
Section 4: How to work with procurement to turn a proof of concept into a big deal!
Lecture 30 A unique problem that should become your opportunity
Lecture 31 How to build advocacy with procurement to drive a long term investment!
Lecture 32 Summary
Section 5: How to lower renewal risk in a multi-year contract?
Lecture 33 A easy checklist for the first 90 days of a customer engagement
Lecture 34 How do you stop your customer success team in blowing up a new customer!
Section 6: Course Summary
Lecture 35 Summary and Assignment Info
This course is for founders and sales people looking to do multi-year and multi-million dollar deals with enterprise customers.
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