From the course: B2B Sales Strategy: Winning Plays for Big Contracts
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Sales deal closure: How to sustain prospect momentum
From the course: B2B Sales Strategy: Winning Plays for Big Contracts
Sales deal closure: How to sustain prospect momentum
- [Instructor] In the world of 5x deals, those contracts that are worth at least five times your average contract size, you need a Big Deal Playbook. The plays from your playbook help you maintain momentum as you navigate the lengthy and often messy sales process. There are five themes that run through the playbook. You can think of these themes as the secret sauce for developing and closing 5x deals. It all starts with leadership. The opportunity team requires a strong leader. Every opportunity team needs a strong leader to keep the group moving towards the strategy and goal achievement. This facilitator might be an account executive, sales manager or company leader, but they must be clear on the elements of the big deal playbook and possess strong communication skills paired with a strategic and tactical mindset. It's their job to be a team player and the conductor of resources, making sure that the right people are…
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