“If you’re going to climb a mountain, there are multiple ways to do it.” – Evan Kelsay and Jamal Reimer in today’s Tip 598
How about you? Do you have a mega-deal experience?
Join the conversation below and check out this bonus episode on the Sales Success Stories podcast!
Bringing in the Biggest Deals: Evan Kelsay and Jamal Reimer
Evan Kelsay on Sales Success Stories Interview
Jamal Reimer on Sales Success Stories Interview
Sales Success Stories Podcast
Sales Success Summit
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today over on the Sales Success Stories podcast I just released the audio from another presentation from the 2019 Sales Success Summit. This featured Evan Kelsay and Jamal Reimer, who have both closed massive 7 and 8 figure opportunities, and this is their conversation about “Bringing in the Biggest Deals.”
Here’s how that 35-minute conversation started:
Evan Kelsay: Talking about uncommonly large deals. They don’t necessarily mean mega gigantic, can’t believe it deals. We’re talking about uncommonly large deals, and I’ve got a few bullets that the crowd has asked us to talk about, but I’m actually really curious when you were on Scott’s podcast, he asked you what the formula was and you said “it’s not a formula, it’s a summit.” A summit to the top of the mountain, and you can go up the East face of the mountain. You go the West face of the mountain, different ways to get there, but I’d love to kind of frame up the panel by just having you talk about this idea of summiting a deal.
Jamal Reimer: So I mentioned it earlier. I work in analogies and the mountain analogy works really well for mega dealing because it’s so dang tall. And so dang hard to get to the top and the larger the mountain, the more planning it takes to get there. But I also know that every one of us is a different person, a different soul, right? And we have different capabilities and we were selling different products. So I don’t think that there is one path to achieve something as great as doing an uncommonly complex or uncommonly impactful deal. And I always say, “if you’re going to climb a mountain, there are multiple ways to do it.” Right? There’s multiple faces to the mountain. There’s different equipment you can use. And so, summiting a mountain for me is basically you start with who are you? And what are you good at? And what are the resources that you have available to you? And then how does that play against the environment, which in this case, the analogy is the mountain. So you look at your team and how, you know, okay, we got a mountain like that and a team like this, and do we have a helicopter or not? And that how I approach it. It’s rather than one track, like a train track. It’s more like multiple ways of somebody mountain.
Scott Ingram: For the rest of this conversation check out the “Bringing in the Biggest Deals” bonus episode on the Sales Success Stories podcast. We’ll also have links to that episode, the individual interviews I did with both Evan and Jamal, and more at DailySales.Tips/598
In fact, if you’ll click over to that link and join the listener list I’ll send you any two videos of your choice from the last Sales Success Summit.
After you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!