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How Enterprise Sellers close 7-Figure deals

Name: How Enterprise Sellers close 7-Figure deals
Rating: 4.6 (14 reviews)

A masterclass in finding, progressing, and closing uncommonly large enterprise deals.

Created byMatthew Klingner

Last updated 11/2023

English

What you'll learn

Learn how to find, manage, and close an uncommonly large sales deal of over 7-figures
Mindset shift required to close a multi-million dollar opportunity
The stages, challenges, and techniques you'll need to have to perform at the highest sales level
10 Actionable takeaways to help you get started, and excel, at closing massive deals

Course content

5 sections • 15 lectures • 2h 24m total length

Introduction and Course Overview2:41
Explore the mindset shift and ten lessons to find, uncover, and close your first seven-figure enterprise deal, leveraging experience to prepare and win.
My Background, who is coaching you?7:17
Discover how a senior enterprise seller transformed from a struggling starter to a coaching-driven leader through techniques and mindsets. Learn that sales can be learned and coaching accelerates results.

Lesson #1: You need to be in the right place at the right time, it requires work4:43
Be in the right place at the right time by building relationships as a trusted advisor through ongoing outreach, discovery, and storytelling of client success, laying groundwork for seven-figure deals.
Lesson #2: Do not rush the client through their evaluation process4:49
Avoid rushing enterprise buyers; understand their evaluation processes and security, finance, and risk reviews, ask proactive questions to stay on their timeline, while leading with service and trust.
Lesson #3: Do not be scared of your pricing10:06
Shift pricing from chasing discounts to communicating value, tying enterprise deals to clear business value and cost savings, and discount only with committed sign-off and timeline.
Lesson #4: There is definitely an element of luck4:27
Emphasize that luck exists but comes from preparation; maximize probability by handling controllable factors, and calmly leverage external events—like a ransomware attack—to move enterprise deals forward while staying honest.
Lesson 5: Decisions are based on committees, not “the check signer”6:14
Close seven-figure deals by engaging the buying committee and mobilizing cross-functional experts to align everyone and avoid last-minute surprises.
Lesson #6: If you have one champion, the deal is dead in the water4:30
in enterprise deals, build a multidimensional coalition across security, IT, finance, and operations to avoid the one champion trap and ensure trust, risk, and implementation readiness.
Lesson #7: Do not assume conversations are progressing without you5:47
Always stay involved in enterprise conversations and ensure messaging is communicated across stakeholders, co-present when needed, and follow up to keep deals moving toward a 7-figure close.
Lesson #8: You own ALL communication and messaging6:16
Own all communication and messaging throughout long enterprise deals, briefing internal leaders, aligning every meeting with the overall vision, and involving executives early to reinforce confidence and coherence.
Lesson #9: It will be hard, it will take endurance, and grit.4:28
Close seven-figure opportunities demands grit, endurance, and patience through long meetings, legal reviews, and emotional storms, fueled by a clear why and a focus on client impact.
Lesson #10: It will be the single-most powerful experience of your career.5:19
Close 7-figure enterprise deals and transform your career with grit, endurance, and leadership. Lead with influence, paint client vision, support your team, and pursue life-changing money while uplifting others.

How to have an impactful executive conversation21:21
Discover how to start seven-figure executive conversations by framing a transformational business opportunity, aligning with the client, and focusing on big-picture impact over product features.
Landing 7-Figure Meetings; setting up impactful discussions52:12
Learn to ignite seven-figure enterprise conversations by crafting high-value storytelling, securing executive sponsor buy-in, and using warm introductions, targeted prospecting, and events to uncover major opportunities.

Requirements

Not for sales beginners, this is for enterprise sellers struggling to close very large deals

Description

Closing a 7-figure enterprise deal is a career-defining moment for any seller.

Company executives reach out congratulating you on your success
Large ($100,000+) commission checks are headed your way
Ability to tell your story at team, regional, national meetings
An incredible resume-builder that will immediately differentiate you among other sellers when looking for a promotion or new job placement

However, when companies are parting with that amount of money, they treat the buying decision differently. They place far greater scrutiny on the security, financial, and technical impact to their business.

You need to be prepared for that additional complexity, and how to lead large account teams

Inside:

-12 Recorded Video Lectures, over 2 hrs of content

-10 Lessons, 10 Chapters

-Stories and supporting examples

-Actionable guidance that you can start applying

This will make you a better seller, and provide the mindset shift to help you close uncommonly large deals.

Learn to:

-Start 7-figure conversations, become fluent in business terms and how to set up uncommonly large deals

-Progress opportunities through the phases of the sales cycle

-How to identify the right internal champions, and mobilize them to win conversations internally

-How to manage large, diverse account teams of 40+ people

-Ensure organizations feel comfortable and confident in what you have to sell

-Work with many kinds of roles at the organization - IT, Security, Finance, Legal, etc.

-Bring the deal across the finish line!

Can I expense this?

Yes of course! You'll receive a detailed invoice to use with your employer.

Who this course is for:

Enterprise Account Executives ready to take their career to the next level

How Enterprise Sellers close 7-Figure deals

What you'll learn

Explore related topics

Course content

Introduction2 lectures • 10min

Mindset Shift Needed to Close Enterprise Deals1 lecture • 5min

10 Lessons to close your first $1 Million Enterprise Deal10 lectures • 57min

Start the conversation, get in the door2 lectures • 1hr 14min

Wrap up and Getting Started0

Requirements

Description

Who this course is for: