#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht
30 Minutes to President's Club | No-Nonsense Sales
May 20, 202531m 59s
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Show Notes
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”