Podcast episode
The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht
30 Minutes to President's Club20 May 202532 min
Description
Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline. Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow. Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return. MAX’S PATH TO PRESIDENTS CLUB: Enterprise AE @ MaestroQA #1 ACV & TCV @ Productiv #1 SDR @ Zuora RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” 30MPC Training: 30mpc.com/training
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like these kinds of project like software and like technology rollouts you see, they're managing like 25 of these at any given time across a lot of vendors with more spend and more attention, let's say. And they're trying to figure out where can I slot my resources into this where we don't blow everything else up. So always think about how you're fitting into these other project timelines. And then the third thing is just like “the dependency of integrations and integrated technology.” If I integrate these guys with my Snowflake, are they gonna push something that blows up my entire business? So when you think about competing against that legacy incumbent that IT wants to bring on, what this comes down to is getting your champions fired up, building a fantastic business case. Your champions need to go and say, screw that incumbent thing. I've been working with Max on these shadows and he's told me everything. He's seen those incumbent tools and other shadows.