Podcast episode
How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd
30 Minutes to President's Club4 Dec 202537 min
Description
Luke’s CE Hypothesis Template Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event, builds horizontal plays that don’t sound generic, and positions himself “on the bench” before the need arises. Learn how to filter your territory like an investor, predict where opportunity will occur, and become the first call when timing hits. If you want to generate pipeline without brute-force activity—and win larger deals faster—this is the framework. These Courses Will Get You to President’s Club 🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube Get More Tactics
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
For context the team that owned this account prior to me had put, I think 60 or 75 activities on this account in 2024. I did three and I opened it up because it was relevant and timely. Ultimately, you don't have to be perfect. My copy probably wasn't great. It probably wasn't perfect. I didn't have to be because I was relevant and timely. “And continuing that relevant and timely based on their role.” Okay, M&A happens post six months. How did the integration go? Then we reach back out. Did you have any problems with the payroll after that? Or if you're in compensation, okay, it's almost time for your yearly reviews and cycles. Are there any gaps in your pay bands where you have data on? Let me plug them in for you. Or did you see this EU pay directive that's coming out with legislation?
and working with her than spend an hour doing the cold calling myself. That's just a flywheel effect. I always go for one to many, not one to one. And so that's why I'm focused on enabling her and her outcomes. And so that's one way I do it. The other way I do it is even when we think about having assets and teammates like an SDR team, you still wanna make sure that the outreach “that you do is applicable.” And so this is where I develop plays which are applicable across my book. So plays I can run horizontally, touch all my accounts at a given time, but are not spammy. So a good example of this would be like procurement. Just about every enterprise org, that's who I sell to, has a procurement function. They have people that are in charge of buying stuff.