Jamal Reimer is a Top 1% seller at Oracle. He is a "Mega-size Enterprise Sales" expert who has worked at Oracle and has sold exceptionally large enterprise deals, having closed nearly $200,000,000 in sales himself.  He has also closed several deals that were $50 Million in size each and carried annual $30 Million+ quotas.  He is a renown expert in very large size Enterprise Sales. He now coaches individuals and teams on how to find and close megadeals.

In this episode:

• Difference between Enterprise Sales & Mid-Market Sales
• Mapping out the buyer's Organization
• Using data in pricing negotiations on Enterprise Deals
• Establishing & defending pricing
• Delivering "the Story of Value"
• The "Investment Portfolio" enterprise sales method
• How to build a "Relationship" in the Enterprise Sales motion
• What to do when you miss your annual quota
• Why Jamal wants to meet Thomas Kurian of Google Cloud