The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 9 months ago

Friday Fundamentals 159: Jamal Reimer


Friday Fundamentals 159: Jamal Reimer

Hey everybody at Sam Jacobs. Happy Friday. Welcome to the sales hiker podcast and to our special Friday episode, Friday fundamentals. I'm sure you're familiar, but if you're a new listener, Friday fundamentals is that short five to ten minute format where we bring you actionable insights to help make a difference in what you do. Today we've got this week's guest back on the show, Jamal rhymer. Jamal wrote the book megadeal secrets, how to find and close the biggest deal of your career, and he's got a great a lot of great insights. We're going to talk about the number one principle, the number one important thing that you need to think about if you want to close a multimillion dollar deal. Now, before we get there, we've got two sponsors for Friday fundamentals. The first is pavilion. Pavilion is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can tap into leadership opportunities, professional development, mentorship and other services made for high growth leaders like you. Join US FOR THE PAVILION ANNUAL KICKOFF FEATURING Kim Scott, author of radical candor,...

...on February third, open to everyone, and we'll be featuring special awards from the pavilion community for our best and brightest members across sales, marketing, customer success and operations. And that you URL is hopincom forward slash events, forward Slash Pavilion Annual Kickoff Two thousand and twenty two. That that you arel again as hopincom forward slash events for its Lash Pavilion Annual Kickoff Two thousand and twenty two. Our second sponsor is outreach. Outreach triples the productivity of sales teams and empower them to dry predictable and measurable revenant growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves visibility into what really drives results. Now, Jamal, welcome back to the show. Thanks for having me sing. We're excited of you. So our question to you today is this. You wrote a book megadeal secrets. It's the best book with that title. Megadeal secrets. I believe that that term is really a term that you generated and is proprietary to you. But here's the question for you. What's the number one principle to closing a...

...megadeal in your opinion? It's gonna Sound too simple, so I'll unpack it after I say it. It's think bigger. And what I mean when I say think bigger is sometimes we really can lose the forest for the trees. And when I learned how to do mega deals, I was taught how to do it, I was shown. I was shown the way by my head of sales in my head of services, and thinking bigger comes across the many ways. One is how do you find the value of what you're trying to sell? Are we selling a widget, you know, are we selling a product and and it's features and even its benefits, or are we selling an outcome that the CEO of your account is trying to solve? That's that's just one way to think bigger. Are We? Are we thinking how can I help a team in the engine room, or how can I help the C suite make their number this year, you know, and move the needle in...

...the Stock Price? That's one example. Another example is what kind of a team can I assemble to help me make this happen? Am I thinking it's just being my my pre sales person. That's how I go sell? Or is it like, you know, I could get our CFO to meet with the CFO of my client and really change how they view outsourcing, for example? Another way to think bigger is not only which team should I use, but could I get, you know, people from the outside, either known entities in our space, somebody from Gardner, you know, whatever it is, how big of an impression can I leave on an individual or a group of people or a business unit, with who I'm with, who I'm dealing within the customer? So I just want to give some examples what's behind what's a pretty trite concept, which is think bigger. Now know, I loved it, and and and one of the points that you made earlier in the week, as is part of think bigger, is hey, let's make sure...

...that when you're building, you know your Group of champions, that you're reaching as high as possible as that right. Absolutely, and when that topic comes up, and I want a lot of individual, individual contributors here about that, they're like, oh, I couldn't do that, or, you know, they get kind of anxious reaching high as kind of an anxiety provoking thing for some sellers. If you don't have either the experience or you haven't yet learned the skills to do it, go leverage it from somebody who has. I remember I do it with my executives all the time. Once when I was an oracle I was at a golfing event and one of our executive vice presidents was there and there's only a handful of evps at Oracle and he was a big golfer and I wasn't. So I was driving the golf cart and I one of the questions. I said, you know, I said I've done some big deals and I'd like to do more, but sometimes I might need somebody fairly senior. I said when is it appropriate to bring somebody like you and I've never gone that high before, and he just kind of looked... me like don't you know this? Anything's like when you have another evp of a big company for me to talk to. You know I won't talk with SVPS. It doesn't make sense. I get Bob to do that. You know, somebody on my team. But when you've got somebody who matches a title and is at the same level as me, that's when you do it. It's great advice, Jamal. If folks want to reach out to you, what's the best way to get in touch? I mean the the the quickest way is just on Linkedin. You know, I'm sure you can just post my my linkedin handle in the show notes, but that's that's the easiest way. Or other you wise you can. You can always reach out to me on are you open to to youngsters reaching out to you to try and learn your your secrets? Well, the first stop would when you go to my profile. There's the featured section. I have a bunch of stuff that's there. I've got a Webinar on what it takes to do large deals and I have a email list, access to my book, etc. It's all there on the on the profile. Awesome. Thanks so much for being a guest on the show this week. If folks won't reach out to me,... can. You can email me. Sam a joining Pavilioncom or you can go to Linkedin as well. Linkedincom forward, slash the word in for Sam f Jacobs. Thanks again to our sponsors, pavilion and outreach. Remember that pavilions annual kick off is on February. Third it's a virtual event on hoppin and it's featuring Kim Scott, the author of radical candor. It's open to the public, so we hope you can make it. Jamal, thanks so much for being our guest on the show this week. Thanks for having me. Saying great having you.

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