The megadeals discipline addresses questions like:
- Do you and your team face challenges in closing large complex B2B deals?
- Do you have a limited amount of sales professionals that can successfully “orchestrate” a megadeal?
- How do you influence the key stakeholders when you can't meet them all face to face?
- Are you disqualifying prospects early in the sales process to ensure you focus time, money and resources on prospects that are most likely to close?
- Are you spending enough time articulating and managing the clients' risks (not only the upside)?
The Megadeals discipline is based on 2,5 years of research with over 100 fortune 500 companies and deep interviews with over 60 high performing Megadealers across the world. We developed a discipline based on how world class megadealers orchestrate large complex multi-million dollar deals.
Our research showed that often less than 1% of the companies clients represented over 80% of revenues and profits. To succeed and grow, most enterprise B2B companies need to master how to win megadeals consistently. Yet our research showed that even in fortune 500 companies, only a few sales and marketing professionals have mastered how to orchestrate these large complex deals. Despite this there is no literature or discipline that describes how do this. The megadeals research, book and discipline aspires to fill that gap.
THE 5 KEY SUCCESS PRINCIPLES
Align with key initiatives - In Megadeals the buying company will only buy if your services and products align with their key strategic priorities.
Understand and map the ecosystem - Identify your top target accounts and prospects and map out the stakeholders inside and outside their organisations.
Create consensus at scale - Hardest activity in megadeals is how you influence and drive consensus with stakeholders inside and outside your customers ecosystem when you cannot meet them F2F.
Find and develop Trojan horses - Trojan horses feed you key information that you don´t get though official channels and helps you understand if you are winning or loosing.
Mitigate customer risk - In Megadeals your value proposition will get you in the door, risk mitigation will get you the deal.
The MegaDeals Marketing hybrid model
- To optimize the mix between sales and marketing as well as using social media such as LinkedIn in an effective way.
- ”Influence” multiple people in an organization that are usually difficult or impossible to reach via traditional communication media ,email, cold calling etc.
- Create an interest and request the sellers services.
Our programs are geared to drive adoption.
Bora Brännström & David Klättborg
Senior positions in top 500 fortune (American Express & MoneyGram). Signed and key account managed multiple MegaDeals worth over 2 billion USD, brand names such as Scandic hotels, Choice hotels, H&M, IKEA etc. Turned MoneyGram in the Nordics & Baltics from a declining business to doubling the revenue in 3 years (Key driver of success signing new MegaDeals).
Built and led American Express sales training organization across EMEA, JAPA and LAC responsible for the skill development of all the sales professionals and leaders across the three regions. Honored with numerous awards in sales, leadership and innovation such as "The President Club“(top 2% of sales people in Amex), “The most innovative team and market with highest employee scores”, “Leader of the year”. Built and lead most sales channels whilst managing the optimization between them to deliver the best results.
Law and Business degrees.
Johan Åberg is the co-author of Megadeals, one of Swedens most popular speakers and trainers on B2B sales and marketing. He is also the founder of Swedens premiere B2B agency Next State.
CMO, CRO and lead investor in Proof Analytics, the World leader in answering how sales and marketing budgets should be balanced to maximize revenue, cash flow and profit. Winner of the award Prosales Commercial Director of the Year 2018 after leading Climeon (Nasdaq Clime, power plant vendor, green electricity) from 3 MUSD to 90 MUSD in order intake over two years. Investor in 10 companies that do fewer but larger deals. Co-author of the Megadeals book with Johan Åberg. Founder of Vendemore, the first company in the world doing Account Based Marketing with +100 Fortune 500 companies as clients.
REGISTER FOR THE MEGADEALS WEBINAR DECEMBER 20 FROM 9-10
In just one hour we will go through the 5 major mistakes that sales & marketing professionals make when orchestrating large complex deals. We will share best practices from 2.5 years of research on how some of the worlds best performing Megadealers orchestrate large complex deals.
2 DAY MEGADEALS WORKSHOP
AT GRAND HÔTEL IN STOCKHOLM
17 000 sek/person
All prices excl. tax
THE MEGADEALS BOOK
A book about how multi-million to billion dollar deals are done
and what the rest of us can learn from it
Order your copy here
(excluding shipping cost)
Who is this for?
- Owners / Founders
- Head of Sales and Key Account / Sales Directors.
- Head of Marketing / Marketing Directors
- Experienced sales and key account professionals.
What is Megadeals Advisory?
With Johan and Bora
With Bora and David
Megadeals Grand Hotel with Christopher and Johan
Megadeals Grand Hotel with Bora and David
Interviews from the workshop