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#330 Interview with Paul Evans Part 3
One of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8-figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals.
One of the most accomplished people I have seen, first-hand, is Paul Evans.
Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture.
He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being.
A declaration - Paul is a client and we have worked together multiple times.
My Key Takeaways:
• Be authentic.
• Have greater ambition that you can currently see. Ask “What could this deal mean at its largest?”
• Adrian observed that for a customer to sign off an 8-figure deal - 26 million technical spend there must be at least 40 million if not more of value.
• Implication for ESC community if you want to sell a £26 million deal identity and solve a £40 million problem, for someone with the purse and power.
• Create early executive engagement.
• Consultative selling builds trust and enables bigger wins.
• When you know what your do best in this world, you can enjoy it and be excellent at it. Paul feels his career like a Catherine Wheel a slower start but now fully energised operating at speed.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
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By Adrian EvansOne of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8-figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals.
One of the most accomplished people I have seen, first-hand, is Paul Evans.
Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture.
He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being.
A declaration - Paul is a client and we have worked together multiple times.
My Key Takeaways:
• Be authentic.
• Have greater ambition that you can currently see. Ask “What could this deal mean at its largest?”
• Adrian observed that for a customer to sign off an 8-figure deal - 26 million technical spend there must be at least 40 million if not more of value.
• Implication for ESC community if you want to sell a £26 million deal identity and solve a £40 million problem, for someone with the purse and power.
• Create early executive engagement.
• Consultative selling builds trust and enables bigger wins.
• When you know what your do best in this world, you can enjoy it and be excellent at it. Paul feels his career like a Catherine Wheel a slower start but now fully energised operating at speed.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.