Buy The Big Deal Manifesto here: https://www.nobigdeal.club/store/p/nobigdeal

A downloadable 60+ page sales guide where you’ll learn discovery, value propositions, relationship/champion building, business cases, negotiation and managing hand-overs so you and your customers benefit from long-term success.

In this week's podcast, Jon Azodo shares proven strategies for hunting big sales opportunities in the B2B space. Learn how to drive sales success through strategic account selection, leveraging referrals, and building relationships with new champions.

Jon dives deep into stakeholder management, the give-get principle in negotiations, and the art of managing up to keep internal stakeholders aligned. He also discusses how to navigate procurement processes, shift from a push to pull sales approach, and apply lessons from the Big Deal Manifesto to close high-value deals.

Whether you're a seasoned sales pro or aiming to level up your B2B sales skills, this conversation is packed with actionable insights on sales strategy, internal communication, and confidence-building for long-term success.

🔔 Don’t forget to like, comment, and subscribe for more expert sales content.

Timestamps:

00:00 – Whale Hunting: Strategic Account Selection

03:04 – Leveraging Referrals for Big Deals

05:56 – Building Relationships with New Champions

09:05 – Managing Up: Keeping Stakeholders Informed

11:50 – Negotiating with Champions: The Give-Get Principle

14:59 – Coaching and Collaboration with Champions

18:52 – Understanding the Procurement Process

22:01 – Building Relationships and Trust

24:21 – Leveraging Experience for Confidence

25:49 – Transitioning from Push to Pull Sales

32:02 – The Impact of the Big Deal Manifesto

36:02 – Favourite Sales Memories and Lessons Learned

sales strategy, B2B sales, strategic account selection, building relationships in sales, stakeholder management, sales coaching, referrals in sales, sales negotiation, procurement process, internal communication, sales success, push to pull sales, big deal manifesto, sales confidence

#salestips #salestactics #salessuccess #sales #closingdeals

Welcome back! In this episode of No Big Deal, we sit down with Joseph as he tells us all about his major deal that took over two years to close.

In this video, we cover the importance of an emotional connection during sales, the power in building trust to close and how to help buyers overcome the emotional pain of change.

Buy The Big Deal Manifesto here: https://www.nobigdeal.club/store/p/nobigdeal

A downloadable 60+ page sales guide where you’ll learn discovery, value propositions, relationship/champion building, business cases, negotiation and managing hand-overs so you and your customers benefit from long-term success.

In this video, we cover the importance of an emotional connection during sales, the power in building trust to close deals and how to help buyers overcome the emotional pain of change.

Check out last week's episode, How to turn cold leads into high ticket sales: https://youtu.be/1mdjL_1yii4 🔔

Subscribe for weekly episodes of The No Big Deal Podcast

cold leads to sales, how to close big deals, high-ticket sales strategy, B2B sales podcast, sales tips for closers, enterprise sales, sales training, lead qualification, sales frameworks, closing techniques in sales, how to close more deals.

Buy The Big Deal Manifesto here: https://www.nobigdeal.club/store/p/nobigdeal

A downloadable 60+ page sales guide where you’ll learn discovery, value propositions, relationship/champion building, business cases, negotiation and managing hand-overs so you and your customers benefit from long-term success.

In this podcast episode, Alex is breaking down how to turn cold leads into high-ticket sales.

After opening, qualifying, dis-qualifying, and closing deals with 40+ stakeholders, champions, blockers, competitors, and ex-users in the mix, Alex is sharing his top-tier sales strategy.

Season 4 starts with a textbook demonstration of how to turn cold leads into warm leads, closing techniques in sales, and sales techniques that will teach you how to close big deals.

Check out Learnings from a closed lost opp with one of London's top dealers with George Mann here: https://www.youtube.com/watch?v=vOaSotphFEs

🔔 Subscribe for weekly episode of The No Big deal Podcast

cold leads to sales, how to close big deals, high-ticket sales strategy, B2B sales podcast, sales tips for closers, enterprise sales, sales training, lead qualification, sales frameworks, closing techniques in sales, how to close more deals.

From teacher to tech sales champion: Morgan shares her journey of moving to New York, getting laid off during COVID, and ultimately closing a million-dollar deal.

She breaks down the systems she uses for managing complex deals while keeping your pipeline moving. Plus, she shares the exact moment she knew this opportunity was different - and how she kept her cool to bring it across the line.

What you'll learn:

• How to build repeatable systems that scale your sales process
• The reality of enterprise ramp time and why patience pays off
• Tactical ways to involve leadership in deals without being pushy
• Templates and tools Morgan uses to stay hyper-organised
• How to handle competitor conversations with class

A MEDDICC partnership; www.meddicc.com

It’s not every day you get to hear from an AE who successfully sold to an organisation with over 300,000 employee’s and walked away with a deal that justifies putting it on your logo slide.

Todd has a skillset which affords him the privilege to command a deal this big, not least patience, curiosity and maturity, but importantly Todd has the ability to focus on process’s over outcomes.

The size of Todd’s deal is matched only by the level of his ambition - so if you have your sights on eating an elephant, and want to hear from someone who has truly taken one bite at a time …

Check out Todd’s episode, this one’s a wooly mammoth.

A MEDDICC partnership; www.meddicc.com

This week we’re joined by Sophie from Major Accounts at Lunio, who shares her experience of using creative prospecting to successfully break into enterprise accounts at the executive level. We go on to discuss how she managed to sign a deal 3x AOV in just 80 days by truly being an advisor.

Our favourite part: Sophie emphasises the importance of using intentional language - framing conversations around "when" instead of "if”.

If you're looking to elevate your executive prospecting strategy or simply want to learn from someone who's made the leap from mid-market to enterprise sales … check it out.

A MEDDICC partnership; www.meddicc.com

When we first spoke to Ollie it was clear his level of preparation and diligence was so thorough he was about to reset our expectations about how high the bar could be raised:

“I felt very confident I’d win this deal simply because I knew no one else had prepared more than me.”

What followed was a deep dive into the details and processes which led to one of the industries largest deals of the year.

In this episode you’ll learn how to manage a deal cycle with over 100 stakeholders, how a simple traffic light system and a spreadsheet can be key project management tools, and how to think so big you can change the course of your career.

A MEDDICC partnership; www.meddicc.com

In this special bonus episode of No Big Deal, we're joined by double Olympian Jack Green to discuss the mental game behind peak performance. Jack shares insights from his athletic career and current work in wellbeing, including:

• How to balance competitiveness with self-compassion
• The importance of effort over results
• Setting priorities and maintaining focus
• Using data and metrics effectively
• The changing attitudes towards mental health in sports
• Applying athletic mindsets to your life

Whether you're in sales, sports, or any high-performance field, Jack's perspective on mindset and wellbeing is invaluable. Don't miss this candid conversation on what it really takes to perform at the highest level.

A MEDDICC partnership; www.meddicc.com

Ever wondered what it takes to close a deal so big it redefines your entire sales org?

Tom White from Klaviyo joins us to break down how he landed a whale that was 4x larger than anything his segment had seen before.

From leveraging his wine industry experience to maintaining the illusion of nonchalance, Tom shares the strategic moves that propelled him to 700% quota attainment.

Learn why sometimes the best move is to do nothing, how to build a winning internal coalition, and why equal business stature matters more than you think.

Whether you're a seasoned AE or just starting out, this episode is packed with actionable insights to level up your sales game.

A MEDDICC partnership; www.meddicc.com

In this special episode, hosts Jack & Jack pull back the curtain on their own high-stakes deals. These AEs dive deep into the strategies that helped them land game-changing contracts, from building champion relationships to navigating complex stakeholder environments.

Learn how to:

• Leverage below-the-line intel to win over executives
• Use the 'give-get' approach to maintain deal momentum
• Build trust quickly with informal communication channels
• Create urgency without resorting to pressure tactics

Whether you're an SDR looking to level up or an experienced AE aiming to close bigger deals, this episode is packed with actionable insights from the trenches of enterprise sales.

This Episode will help you master the art of the big deal from two favourite AE’s.

A MEDDICC partnership; www.meddicc.com