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Business

MegaDeals: A transformative approach to marketing, selling and winning complex deals

04 Mar 2020, 10:00 AM - 13:00

Many B2B global enterprises may already have ABM processes in place, but struggle to find a winning formula to win the few, very large deals that come each year. The Solution: The Megadeals approach


About this Event

Many B2B global enterprises struggle to find a winning formula to win the few, very large deals that come each year, with speed, cost effectiveness, and higher than average close rates.  

The Topic:  During this interactive workshop we will share Megadeals the transformative sales and marketing approach for complex deals…and what can all B2B companies learn from it.

Why are Mega Deals so important?

We researched global companies and discovered that frequently less than 1% of their clients contributed over 80% of revenues and profits.  It rapidly became clear that to succeed and grow, enterprise B2B companies need to master how to win megadeals consistently. And yet our research showed that even in fortune 500 companies, only a few sales and marketing professionals mastered how to orchestrate these large complex deals. No literature or discipline existed to describes how do this. 

We responded to this situation by developing the megadeals discipline (and newly published book) that aspires to fill that gap. It builds on how world class megadealers orchestrate large complex multi-million-dollar deals.  It has been enriched and validated based on 2.5 years of proprietary research on over 100 fortune-500 companies and personally conducted deep interviews with over 60 high performing Megadealers across the globe.   

Now we have the privilege of sharing this knowledge with you, in a free 3-hour workshop to give you a first-hand taste of the power and business potential that Mega Deals could unleash within your company.   

What to expect

This will be more than theory.  It will be very practical with breakout sessions covering such elements as:

  1. Strategic engagement strategies unique to big deals like how to create consensus at scale
  2. How to structure the process to win big deals more often. 
  3. An organizational collaborative framework for sales and marketing
  4. Specific messaging architecture and communications strategies to use - you will walk away with a draft of messaging approached tailored to your own company
  5. Identification of effective digital media tools to use and tactics for social media, some of which you may never new existed

… and much more

Why are Mega Deals so important?

We researched global companies and discovered that frequently less than 1% of of their clients contributed over 80% of revenues and profits.  It rapidly became clear that to succeed and grow, enterprise B2B companies need to master how to win megadeals consistently. And yet our research showed that even in fortune 500 companies, only a few sales and marketing professionals mastered how to orchestrate these large complex deals. No literature or discipline existed to describes how do this.


The Agenda:

3 hours together we will touch on these questions to inspire insights and trigger a desire to further develop new strategies and professional capabilities:

  • Do you have a limited amount of sales professionals that successfully can “orchestrate” a Megedeal?
  • Do you and your team face challenges in closing large complex deals?
  • How do you influence the key stakeholders when you can't meet them all face to face?
  • Do you struggle to get your sales and marketing teams to work more tightly aligned to drive more powerful sales and marketing activities?
  • Are you spending enough time articulating and managing the clients' risks (not only the upside)?
  • Are you using social selling and ABM (Account Based Marketing), combined with other digital and offline media to close big deals?
  • Why is it important to align your services and products with the buyer's key strategic initiatives?
  • Are you disqualifying prospects early in the sales process to ensure you focus time, money and resources on prospects that are most likely to close?
  • Do you have "Trojan Horses" feeding you with what's really going on behind the scenes that you didn't get through formal contacts?

 Who is this workshop for:

B2B enterprise and ventures with regional and/or global ambitions.

Typical Roles:  CEO / Owners / Founders; VP Sales – Global-Key/strategic Account Sales Directors; VP marketing; Sales Excellence / Social Selling Excellence.


The Mega Deal Team:

Christopher Engman

CMO, CRO and lead investor in Proof Analytics, the World leader in answering how sales and marketing budgets should be balanced to maximize revenue, cash flow and profit. Winner of the award Prosales Commercial Director of the Year 2018 after leading Climeon (Nasdaq Clime, power plant vendor, green electricity) from 3 MUSD to 90 MUSD in order intake over two years. Investor in 13 companies that do fewer but larger deals. Co-author of the Megadeals book. Founder of Vendemore, the first company in the world doing Account Based Marketing with +100 Fortune 500 companies as clients. 

Bora Brannstrom and David Klattborg:

Senior positions in top 500 fortune (American Express & MoneyGram). Signed and key account managed multiple MegaDeals worth over 2 billion USD, brand names such as H&M & IKEA. Turned MoneyGram in the Nordics & Baltics from a declining business to doubling the revenue in 3 years (Key driver of success signing new MegaDeals).

Built and led American Express sales training organization across EMEA, JAPA and LAC responsible for the skill development of all the sales professionals and leaders across the three regions. Honored with numerous awards in sales, leadership and innovation such as "The President Club“(top 2% of sales people in Amex), “The most innovative team and market with highest employee scores”, “Leader of the year”. Built and lead most sales channels whilst managing the optimization between them to deliver the best results.

LinkedIn Article:

https://www.linkedin.com/pulse/everyone-deserves-led-someone-who-actually-cares-mareo-mccracken/

Promotional Clip: https://youtu.be/fKcIKMBR46g 

MegaDeals: A transformative approach to marketing, selling and winning complex deals
  • Date: 04 Mar 2020
  • Start time: 10:00 AM
  • End time: 13:00
  • Venue: High Tech Campus Conference Center
Register now



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