GTM 41: Selling The Easy Button Through to Multi Million Dollar Deals with Jamal Reimer

Over the past 20 years, Jamal closed multiple $50m deals as an individual contributor enterprise seller, authored the best selling book, Mega Deal Secrets, coached hundreds of ambitious sellers to sell the largest deals of their lives, and founded the Enterprise Sellers Community, a community of practice for individual contributors.

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What you will learn

• The psychology on how to sell to executives 
• Knowing which deals to prioritize 
• Multi threading and aligning your sellers to your product market message
• Earning clout and respect from executives

Highlights

(3:09) Things to think about when starting to sell to larger Enterprise

(5:48) The story behind Jamal's best selling sales book “Mega Deal Secrets”

(9:36) How to get access to the right people in the room when closing a deal

(15:12) The framework for identifying and prioritizing the right deals

(18:00) How to earn clout and respect from executives 

(22:31) How to keep executives invested in your relationship 

(31:26) Key components necessary in an enterprise sales playbook 

(36:30) Practicing patience in sales 

(41:25) The Importance of Co-selling as a CEO

Quotes

“This is not about discounts and which team members to use, this is about how we steward the most important IP of our company”

“The answer is always: Get higher sooner”

“More often than we might suspect, the alignment between product readiness and the message to the market don’t line up in a way that let sellers do their job”

Links and Resources

Jamal Reimer's LinkedIn: https://www.linkedin.com/in/jamal-reimer/

Mega Deal Secrets Book: https://www.megadealsecretsbook.com/order-471103471676473227166

The GTM Podcast

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