Jun 25, 2022
This Is An Effective Approach to Defend Your Massive Strategic SaaS Proposal
This simple method is something I learned from closing my first 7-figure deal in 2018, and I’ve used it for every deal ever since (nine 7-figure deals + one 8-figure deal in less than 4 years).
👉 Steal the 7 steps below:
Step 1: Create a simple spreadsheet and add a column with all of your company’s core principles.
Step 2: Research your Diamond Account company’s culture and core principles. It’s great if they have a recent earnings announcement you can also comb through for additional insights.
Step 3: Add a 2nd column to the spreadsheet with their core principles and a 3rd column with any additional insights you found from your research that are connected to your transformation positioning.
Step 4: Create a 4th column. Now, be like a curious scientist and connect the dots between columns 1, 2, and 3. You’re trying to look for parallels between how your two companies operate and view the world.
Step 5: Take your findings and create a slide or a single page document that visualizes or summarizes how the two companies are closely aligned with making big, bold decisions.
Step 6: Use this asset as the blueprint for how your companies will make all decisions for partnering. Get your Mobilizer to review and bless it.
Step 7: Use this slide or document as an anchor to every presentation, discussion, and when you need help defending your premium pricing. It help answers the why.
Repeat for your next Diamond Account…
Massive deals don’t need to take 12, 18, or 24 months to close.
You just need to apply some design thinking to your sales motions.
Are you going to go get it?
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P.S. Thanks for reading! It means a lot to me!
If you like this content, I deconstruct more in my ebook-based system: “7 Steps to 7 Figures: The Complete Anti-Hustle Guide to Earning $1M+ a Year in SaaS Sales.” Grab the first chapter here for free ↓
