MEGA DEALS: How To Find And Win Your Biggest Opportunities

Bora Brännstrom, David Klättborg and Christopher Engman are co-founders at Mega Deals Advisory. On this episode of the Sales Leadership Show, Bora, David, and Christopher share how to implement a mega deals framework to encourage your sales team to chase down deals that will change the course of your organization. Resources: * Book: Megadeals * MegaDeals.com * Previous episode: #680: How To FIND And CLOSE A #MEGADEAL With David Klättborg and Bora Brännström Transcript Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot studio. Coming up on today’s episode of the Sales leadership Show.   Bora Brannstrom: Yeah, if you’re in a scale up and you’ve just received a couple of hundred mil and there’s an enormous pressure to really grow that business, and the organisation that you have is significantly smaller and maybe not as experienced, and as many resources, you’re in a situation where you have to go to market really quickly.   Christopher Engman: So we come in and really help them there and then we up… so good news is that the best sales people are relatively easily upgraded to our methodology.   Will Barron: Hell sales nation, my name’s Will Barron and welcome to today’s episode of the Sales Leadership Show. On today’s episode, we have [Bora Brannstrom 00:00:48] David [Klattborg 00:00:49] and Christopher [Engman 00:00:51] and we’re diving into what I have on the table here, Mega deals. How to create and scale mega deals across your organisation, and mega deals aren’t just any old sale. Sales leaders, everyone who’s listening to this, mega deals are sales that impact your company long term that change the face of your company moving forward. So they’re well worth, well worth investigating and going after. Everything we talk about on this episode of the show is over at salesleadership.org. And so with that said, let’s jump right into it. David, Bora, Christopher, welcome to the Sales Leadership Show.   David Klattborg: Thank you so much.   Christopher Engman: Thank you.   Bora Brannstrom: Thank you, our pleasure.   What is a Mega Deal? · [01:44]    Will Barron: I’m glad to have you guys on. It’s going to be an exciting show. We’re going to dive into how we can scale mega deals across the organisation, and I’ll let you kind of suss out in between you, who you want to answer this first question, but this will set up the rest of the conversation. So if anyone who hasn’t seen the Salesman Podcast episode where we covered some of this, who or what is the definition of a mega deal? How do we know when we’ve got a potential mega deal on our hands?   David Klattborg: [crosstalk 00:01:52]   “So first of all, you move from selling into a pyramid organisation, and all of a sudden, you’re selling into a matrix or a cube organisation, that’s number one. Number two is that when you’re no longer selling into a single function, but you’re selling something cross functionally, that’s number two. And number three is when your selling is no longer done by an individual, but rather by a team.” – Christopher Engman · [02:31]    Christopher Engman: