Winning Big Deals

Author

Mike Gallardo
December 15, 2024 • Estimated Reading Time: 3 minutes

The Best Sales Newsletter

2 ways to set yourself up for success (with bigger deals) by involving your sales leaders.

Hey sales friends,

Just learned the links in my last newsletter didn’t work.

Sorry about that! Here they are:

Now for this week’s newsletter:

I think we all know to include sales leadership on bigger deals.

But what a lot of AEs miss is how to do that effectively.

In this newsletter I’m breaking down strategies from Brian Lamanna and Kristen Conner that’ll take your bigger deal strategy to the next level.

Especially when you include leadership.

Let’s dive in!

Prepping Sales Leaders

As a sales leader myself I thought this tip from Brian Lamanna was absolute fire.

Oftentimes AEs send me:

  1. No prep so I’m flying into the call blind.

  2. A Slack message that can easily get lost in the shuffle.

A much better strategy:

Send a 2nd calendar invite at the meeting time.

And label it “CALL PREP”.

Put all your call notes inside that invite:

  1. Stakeholders

  2. Their LinkedIn

  3. Info on company

  4. Strategic priorities

  5. Goal of the call

  6. Internal roles for the call

  7. Ideal outcomes

That way there are 2 invites, side-by-side.

Makes it super easy for me to pull up the notes ahead of the call and come in fully prepared and add value.

Give this a shot for you next big meeting and let me know how it works!

A Great Email Template

One of the best ways to build trust with your buyers is to connect leadership teams.

This email template from Kristen Conner is one of the best I’ve ever seen.

Check it out below:

Peter,

I’m Steven, VP for North America.

Kysten let me know our teams are working together. And that your group is reviewing our agreement to sign this week.

I wanted to make sure you had a way to contact me directly for any questions from your legal or InfoSec folks.

If there is anything I can do to help you and your team, please don’t hesitate to reach out.

Thank you,

Steven

Mobile: (xxx) xxx-xxxx

That’s it my friends!

Give these two small (but big!) tips a try and let me know how it works for you!

Wishing you a big Q4.

- Mike G

When you’re ready…

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.

These are the exact sales systems I’ve used at three of the fastest growing startups of all time: Zenefits, Flexport and Deel.