Unlock the Secrets to Closing High-Stakes Deals

• You’ve likely invested significant time and resources into mastering content marketing, SEO, and lead nurturing, but when it comes time to engage with these leads on a sales call, you lack confidence and feel overwhelmed by the negotiation and closing process.
• When prospects ask what sets you apart from the competition, you struggle to articulate a compelling value proposition that motivates them to do business with you. 
• When the topic of pricing arises, you experience a sense of uncertainty on whether your pricing will align with their budget.
• Navigating the legal and procurement aspects of large company business is a massive challenge and a significant risk to your business.
• You are ready for the revenue growth a big enterprise deal will bring in, but unsure of how your business will handle a 10x-sized deal with the team you currently have or the tools you use.
• At this point, your primary strategy for closing more sales is ineffective and costly, which is hindering the growth of your business.

Module 1: Attitude/Deal Making

• Understand how to look legitimate to enterprise businesses to ensure you’re seen and valued as a poised expert.
• Learn about the most common types of sales calls, so you know how to handle them and navigate the conversation, and have higher conversion rates.
• Understand what “feigned indifference” is so you know how to keep your cool even when you desperately want the deal.
• Get crystal clear on deal-making levers and budget approvals and cycles so you can ask for and manipulate changes in payments and close the deal on your terms.
• Develop a thick skin and build the ability and strength to push back and say ‘no’ when necessary, so you can get what you need  without giving up more than you want.

Module 2: Financial Readiness

• Determine and inventory financial readiness, so you know when it’s time to entertain a 10x-sized deal (or not) and if you can afford to do so.
• Comprehend your gross margin and evaluate the opportunity cost of a large deal, so your business and team are set up for success post-sale.
• Understand what metrics matter to big enterprises, so you can provide a more significant ROI for your customers.
• Know when you can finance a deal or not so you can scale your business and make the right hires to support this growth.

Module 3: Operational Readiness

• Develop the skills to research, manipulate and present data to a big enterprise prospect so you can show up like an expert and earn their respect.
• Learn about sales enablement so you can know exactly what enterprises care about and develop a library of resources to use anytime you sell to them.
• Understand how to deal with smaller accounts that might take a hit in focus while your team works on new larger deals.
• Know the difference between an enterprise customer standard and an SMB standard so you can effectively develop the right process to support each business and give them the best of your services.

Module 4: Pricing and Packaging

• Learn how to prepare proposals and handle objections or challenges that come your way, so you can scale your business processes and break up the work.
• Understand why large companies won’t buy your ‘standard’ offerings so you’re fully prepared to negotiate a deal with confidence.
• Create healthy payment structures ranging from upfront payment to retainers, so your business is set up for sustainable growth.
• All the paperwork, billing, SOW, and POs will be ready when you close that big sale making your life easier and less stressful.

Module 5: Legal and Procurement

• Learn the importance of seeking legal counsel experience with contracts so you’re prepared for anything that may come your way.
• Discover what you need to know regarding NDAs and enterprises so you know what NDA pitfalls to avoid and what paperwork is necessary.
• Understand the proper language for contracts and insurance requirements so your business is protected at all costs at every stage of the sales process.
• Gain knowledge about enterprise procurement, its purpose and function, and how to navigate its mandates.

Module 6: Patience and Timing

• Learn what constellation decision-making and approvals mean so you can understand who the stakeholders are and how to communicate with the right people for success.
• Develop a follow-up strategy to close more deals and know what to do if a customer disappears or when to walk away from a sale. 
• Define when the deal is ‘closed’ so you can move it down the sales funnel, including when it's ready for finance and operations, and officially celebrate closing your first big logo deal!