Lisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage. Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. The topic of our conversation? Closing bigger deals. If you're looking to scale sales by going after much larger deals, this is the perfect podcast for you.
Many companies I work with are growing sales to increase their valuation. At some point, they'll exit, make an acquisition or bring on investors. So, scaling sales is a priority, and they want to make it happen quickly.
During our conversation, Lisa discusses the CEO's role in closing bigger deals, the importance of celebrating wins, how to adequately prep for sales calls (and why CEOs should make this a requirement!) and how to build the right team structure.
Landing big contracts takes planning and time, but when you land a deal 5x of the your largest deal yet, you'll understand that the effort was well worth it. Use the ideas offered in this podcast to close your next big deal!
0:29 Lisa Magnuson introduction
3:41 Closing bigger deals starts with mindset
7:36 The CEO's role in closing big deals
15:38 Why call planning is a must for big deals
23:22 Building a team structure to land bigger deals
33:19 Are you ready to land bigger deals?
“CEOs who want their salespeople to win more big deals have to develop a culture to support that. That culture starts with the CEO and has to include everyone in the company. The right culture will attract those bigger deals.”
Connect with Lisa Magnuson in the links below:
You can learn more about and connect with Alice Heiman in the links below.