This episode features a live interview with Trong Nguyen from the Enterprise Sales Forum in New York City on June 19, 2018.
Once again Trong shares his incredibly expertise. He closed a 100-million-dollar deal at IBM, closed a 50-million-dollar deal at Dell, cracked the first health insurance company for Microsoft and cracked one of the first banks ever to move to the Cloud. He was the number on global account manager at Dell and has built an unbelievable career. He is currently getting ready to release his second book: “Winning the Bank”
Trong always looks for the next big wave. He tries to get in front of the wave, so he can make a lot of money and have a lot of fun. This guy lives for the hunt and is even sad when he closes a deal. Learn more about Trong, his experience and the success that he has achieved on this episode.
In this episode
- What it’s like working on a large multimillion dollar deal
- Framing and thinking about entering a large negotiation
- Managing your mental state when the stakes are high
- Building an overarching strategy
- Mitigating change for the client
- Researching stakeholders
- Selling into a company who is working with a competitor
- Mentoring relationships
- Obstacles and how to overcome them
- Strategies for moving up the hierarchy
- Incorporating executive engagement
Advice from Trong
- Anchor high, anchor early
- Keep your emotions in check
- Treat sales like a craft
- Be very prescriptive
Links and Resources:
Episode 25: Trong Nguyen – Enterprise Sales Success at Microsoft & “Winning the Cloud”
Jiro Dreams of Sushi
Sales Success Stories Book
Never Split the Difference