David Klättborg and Bora Brännström are the co-founders of Megadeals Advisory, where they help B2B companies doing large deals implement a scalable marketing and sales orchestration.

In this episode of The Salesman Podcast, David and Bora explain what a Mega Deal is, why you should care, and how to start closing more of them.

Resources:

David on LinkedIn

Bora on LinkedIn

Book: Megadeals

MegaDeals.com

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

David Klättborg:

It is great if you can close 10 deals instead of a mega deals. What we see in the research or what we saw in the research is that you actually tend to sign a mega deal out of a existing deal. So it’s very, very seldom that you go in and sign a mega deal, the first thing you do.

 

Bora Brännström:

To become a big B2B enterprise company, you can’t do it without doing mega deals.

 

Will Barron:

Hello, sales nation. My name is Will Baron, and I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we have two legends. This is an incredible episode, we have David Klättborg and we have Bora Brännström from Megadeals Advisory which you can find over at megadeals.com. And that’s exactly what we’re getting into on today’s episode of the show, how to close a mega deal. One, what it is. We define it. Two, who you need on board. And then three, how you can qualify and start to move down this process of closing mega deals. Everything we talk about including the book is available in the show notes over at salesman.org. And with that, let’s jump right in. Today’s topic, we’re going to go a few steps further than we ever have done in the past. And we’re going to talk about how to close not just any deal, but a mega deal.

 

Why Would Salespeople Want to Close One Mega Deal Instead of 10 Smaller Ones? · [01:30]

 

Will Barron:

So just to tee up the conversation, and we’ll see where we go from here. But just to sell the audience on this idea of closing mega deals, why would I want to close one mega deal over 10 smaller ones? What is the benefits of going down this route and this approach?

 

“What we saw in the research is that you actually tend to sign a mega deal out of an existing deal. So it’s very, very seldom that you go in and sign a mega deal as the first thing you do.” – David Klattborg · [01:50] 

 

David Klättborg:

Well, I mean, it is great if you can close 10 deals instead of a mega deals. What we see in the research, or what we saw in the research is that you actually tend to sign a mega deal out of a existing deal. So it’s very, very seldom that you go in and sign a mega deal, the first thing you do. So start with 10 and then grow from there and a lot of people talk about cross selling, etc. But you often find the opportunities to do a mega deals within the accounts you actually have, by growing them. Also, it’s very important since in the research, we saw that 1% of the deals could actually stand for 80, 90% of of the revenue and the profit. So the importance of these deals are massive. So you don’t want to lose one of those accounts as well.

 

Will Barron: