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4 Practices Necessary to Win Big Contracts
Learn how to prep for any sales call, whether in person or in a virtual setting.
Get Started NOW to Win Bigger Contracts
All salespeople want bigger contracts. That’s just a fact. Bigger contracts equal big commission dollars and no stress for making your sales targets. Big contracts are the rising tide that floats all boats. Although big deals are complex, messy, and sometimes involve moving backward to go forward, I teach sales professionals about four practices that always work.
 
And now is the time to get started…
Relationships Developed
Did you know that the average enterprise deal has a small army of decision makers and stakeholders on the buying team?
 
This group includes decision makers, decision validators, decision influencers, stakeholders, subject matter experts (e.g., technical experts, security, legal, procurement) and end users.
 
Account teams, the people with a vested interest in the deal, should start by assessing the relationships they have, as well as the relationships they will need.
 
Relationship development goes well beyond an initial meeting. Relationships are developed over time and built on mutual trust and in-depth rapport.
 
For large opportunities, the internal account team should map the relationship goals and activities. For example, who best aligns with your prospect from your company? The account team can analyze each relationship to best understand the appropriate engagement plan.  
Account Strategy Meetings (War Room Sessions)
Account strategy meetings (or war rooms) are an opportunity to discuss how to be a trusted advisor for your prospect. They also allow the team to do the work necessary for future success. A sampling of topics covered over a series of war room sessions includes:
 
  • Mapping relationships
  • Engaging executives
  • Designing the Win Themes™
  • Developing competitive blocking
  • Pre-call prep (for every single prospect meeting)
 
This work cannot be accomplished in just one or two war room sessions. It must be done over time. A normal schedule would include monthly or bi-monthly war room sessions for each big opportunity, from identifying and qualifying your big prospect through to contracting.
 
Each session builds on the prior one as the team learns new information.
 
An important note: To truly put the account team in a position for success, you must complete all the above components before issuing an RFP or proposal for a large opportunity.
Months of Solid Sales Engagement
It takes time to develop relationships and work through all the war room elements. Big deals include progressing through your normal sales process along with the extra work required during each stage for large opportunities. If you miss or rush early sales stages, such as qualification or development, results will suffer.
 
The other critical part of the time equation is understanding the buyer’s journey for big contracts. What is your prospect doing, thinking, and feeling at each stage of their journey? Can the account team put themselves in their prospect’s shoes?
 
The prospect’s journey takes time, too. It is the job of the account team to add the right value at the right time.
Now more than ever, salespeople must approach the sales process with the following four things in mind:
✅ Make it simple for your prospect to work with you.

✅ Add value for your prospect during each interaction.

✅ Demonstrate the impact and results that your prospect can expect from your services.

✅ Eliminate risk, either real or perceived.
Successful account teams figure out ways to keep things simple over time, consistently deliver value during each meeting, show measurable impact, and reduce or eliminate risk for their prospects.
Ring the Bell!!!
You can expect to ‘Ring the bell’ more often when you and your prospect or account team commit to the 4 practices that will positively impact win rates for 5X enterprise deals. The result will be well worth your efforts. 5X contracts are game changers. Lastly, don’t forget to celebrate!

We Love Referrals
If you know a B2B Sales VP with senior salespeople focused on winning bigger deals, we’d love a referral! We’re proud to report that 100% of our clients come from referrals and that Top Line Sales has a 90% return client rate. I’d love to chat if someone comes to mind. [email protected]
More Expert Resources
Rev up with our expert LinkedIn Learning Courses. Join over 7,500 sellers who have learned the secrets around:

o  How to Effectively Engage Executives https://linkedin-learning.pxf.io/n15Qgx
o  Pre-call Prep for Live or Virtual deals https://linkedin-learning.pxf.io/LIcreator
The TOP Sales Leader Playbook
As a Sales Leader, you need a playbook with practical tools designed to rev up your top opportunity engine now.

The TOP Sales Leader Playbook gives you the big plays that drive big revenue results.
About Top Line Sales

As a Sales VP, you need your senior sales executives to close their largest opportunities – every time.

Yet, complex opportunities are long and messy.
They require a higher level of sales execution.
           
Top Line Sales will guide your senior AE’s to deliver on their biggest opportunities.


Our clients have won millions in new contracts with The Top Line Account Way™ toolkit.

Visit www.toplinesales.com to talk to a 5X Deal Strategist
The Top Line Sales Engine™…

  • Rev up with our War Room Services (5X prospect development strategy)

  • Rev up with our Sales Leader Services

  • Rev up with our Custom Sales Training Services (beyond the basics)

  • Rev up with our Sales/Sales Leader Playbook Services

  • Rev up with our Small Group Coaching Services
Lisa is the author of two highly acclaimed books: The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships and most recently, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. 

As a Sales Leader, you need a playbook with practical tools designed to rev up your Top Opportunity Engine now. The TOP Sales Leader Playbook gives you the Big Plays that drive Big Revenue Results. Get it now on Amazon.
Lisa D. Magnuson
Mastermind Sales Strategist of 7-Figure Deals 

Lisa D. Magnuson, © Top Line Sales, LLC. All Rights Reserved.
TOP LINE SALES, LLC

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