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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What they're going to be doing, whether they're using me or not, and that's how ultimately you can be valuable in the meantime. “So yes, there is a nurture campaign you have to do and you have to be coordinated, it's not just I'm done,” and then I'm on the bench, I'm good, you've got to stay top of mind, but if you know how to be relevant to the problems they're facing, staying top of mind is much easier. For context the team that owned this account prior to me had put, I think 60 or 75 activities on this account in 2024.
What they're going to be doing, whether they're using me or not, and that's how ultimately you can be valuable in the meantime. So yes, there is a nurture campaign you have to do and you have to be coordinated, it's not just I'm done, and then I'm on the bench, I'm good, you've got to stay top of mind, but if you know how to be relevant “to the problems they're facing, staying top of mind is much easier.” 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.
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?
I don't use a ton of them. So I don't really do any sequencing or any kind of automated reminders or outreach. Normally I have enough accounts in my name that I don't have to be that super precise. Instead what I do is I'll typically engage with them on a consistent basis. So let's say it is six months, I'll put a reminder in. Or the other thing that I can do “is to pull an activity report” and go check closed lost opportunities or activity contacts six months ago, just so I can quickly see, refresh my brain. Oh, that's right. Six months ago I was with this op or this. Same thing with no different. You go look in a closed loss report. You know, I can go look at the report and do it. I don't need a tool to tell me to go look at the report and do it. But that's something that other people that are maybe doing more volume or have fewer accounts
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