Claim OwnershipNo Big Deal : A Sales Podcast
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© Jack Fox 2023
Description
We know what you’re all thinking… when will there be a podcast about the ups and downs of landing that huge, career-defining sale?!
Well, have we got a podcast for you?
Sales is a results business. Behind every done deal is a story of leads, losses and countless twists and turns.
No Big Deal welcomes sales people from every industry to unzip their gilet and spill the beans on their biggest sale to date.
26 Episodes
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We managed to snag some time with sales superstar Megan Huberty, who's basically the Beyoncé of hitting quotas. In between renovating her house and making the rest of us look bad, she dropped some serious knowledge on how to crush it in sales. 💪 Authenticity? ✅ Building rapport? ✅ Being insanely prepared? ✅ Megan's got it all covered. Oh, and she also shared her secret to paying off student debt by 27. 👀 (Hint: It involves selling a metric ton of software.) Connect with Megan; https://www.linkedin.com/in/meganhuberty/ A MEDDICC partnership; www.meddicc.com
Libby Owen-Jones just crashed NBD, and it was a wild ride! This sales hotshot has been around the block, selling stuff in more industries than you can count on one hand! If you're bored and got nothing better to do, tune in to hear her ramble on about:1. Wrangling change management like it's no biggie 😴2. Closing deals bigger than your ego 😏💰3. Juggling multiple threads like a circus act 🤹♀️4. Schmoozing your way to a fancy new job title 😎💼Plus, she's all about championing diversity in tech sales! 🙌A MEDDICC partnership; www.meddicc.com
No Big Deal sat with Kaylee Chappelow last week to hear how her biggest deal came from seamless project management and giving continual feedback to her team. AE's tend to get caught in a position where no one works for them ... but everyone works on their deals. You'll hear in this episode how Kaylee manages this with poise and quite frankly an abundance of emotional intelligence. If you want tactical tips from one of New Yorks best performing AE's about project and stakeholder management this is the episode for you. A MEDDICC partnership; www.meddicc.com
Dan’s episode has so many talking points we couldn’t decide on a title (lazy), instead, we listed the key talking points from the episode:Leveraging others to work with ChampionsBecoming consciously confident in your sales processWhen to break your process for certain customersTo Katsu curry or not to Katsu CurryDan closed the company's first X-figure deal, you’ll find out the rest when you listen … out today.A MEDDICC partnership; www.meddicc.com
You rarely meet a salesperson with a track record that should have its own Netflix series. Brian’s been to Presidents club 5x at Linkedin, Slack & Click-Up … With equal parts charisma, execution and accuracy, Brian’s the kind of rep who could be your competition and you’d still want him around.Our next guest is so quotable we did the 3 quotes thing: “We’re kinda fooled into thinking we love chasing the deal or getting close but it’s the process that makes you happy” “If you're thinking about a question to ask a client because you’re worried it’s going to blow the deal … ask it straight away” “After four hours of discovery with the head of engineering and we got to the point where …” I wasn’t lying when I said this was our Beckham Documentary. If the teaser doesn’t do it for you … do us a favor and qualify yourself out…A MEDDICC partnership; www.meddicc.com
The biggest mic drop moment of Season 2 … Ollie talks through some of Sales most complex headscratchers; Successfully presenting Cost of Inaction, Opportunity Loss, and capitalizing on the Impulse Curve.It’s an education in presenting big-stakes messaging, and doing it with style. Ollie’s episode is so good we should start charging.A MEDDICC partnership; https://meddicc.com/
Imagine being handed your new account list and one of the top accounts was notoriously hard to grow. Well… that didn’t stop Kate. Listen in to find out how Kate creatively engaged the C-suite, delivered above and beyond customer value and ended up with one of Salesforce UK’s largest upsells in 2023. Oh and don’t forget about the recommendation the CEO wrote on her LinkedIn. She is that good.A MEDDICC partnership; https://meddicc.com/
It’s not often you get to sit and pick the brains of a high achiever like Multiverse’s George Mann. In this episode Jack and I sat tight and shut-up, as George took the reigns and talked us through perhaps the most unique deal story you’ve ever heard. Follow the ups and downs of a tale that includes a red-herring, a sales casino, a fable in EQ and a question you can never hear too many times …… Do you really have a champion?A MEDDICC partnership; https://meddicc.com/
Kendall from Skaled is notoriously ruthless when it comes to qualification. Today, we learn about experiencing the hard lessons in order to close the biggest deal of her career. We focus in on how to connect with senior buyers on a human level, how to bring personality back to 30 minute zoom intervals and how letting your team feel the pinch will help them more in the long run.Check out Kendall’s episode to learn about strategy, people and the fall before the rise.Connect with Kendall here.
Matt’s Sales Motion is thorough. He’s customer-centric, talks without ego, and is a humble student of the game.In this 35-minute episode he walks through, in meticulous detail, how he closed his first enterprise deal at Seismic.It’s academic, it’s self-aware, and it’s full of actionable anecdotes.https://www.linkedin.com/in/matthewburge92/https://linktr.ee/nobigdeal.podhttps://www.linkedin.com/in/jack-fox-a286a6154/https://www.linkedin.com/in/jackneicho/
Emily Jobson is No big Deals first "Closed-Lost" story ... the sales cycle is near perfect, except one major flaw. Emily spots her mistake, and uses the momentum to win more deals with her whole buying committee.
Jake Jeffries is our first MEDDICC certified seller, talking us through how the strangest of circumstances couldn't stop him on his pursuit of executive buy-in ...No Big Deal is back.
Frances joined a new company with a new innovative product no one had ever hear of - she moved country, started a new role, and went on to close a deal 5x the average order value …Check out Episode 15 to find out how!
Scott is a senior enterprise AE at Reachdesk, and he recently closed a deal 4 times their average order value … he talks us through how you can do this even in a downmarket!
Kat moved into her new gig and closed the company's biggest commercial deal in her first 2 months. She didn't do it just by herself, listen to this episode to find out how to recruit your team quickly to make a splash early on in a new role!
Anne-Marie has backed three winning horses as one of the first sales reps. DocuSign, PluralSight and most recently, Tines where she sold the first 6-figure deal. In this episode, Anne-Marie walks us through the challenges of managing big deals as an unknown brand in the market ...
Hitesh has sat in every customer-facing role in the sales org. Now, as CRO at Jointflows, he talks us through the deal that taught him what it means to sell internationally... listen to this week's episode to learn how to sell from London to as far as China ...
Dave tells Jack and I how to use the time between walking from the meeting to the elevator to ask killer questions. Listen to episode 10 to hear from a big dealer on how to get bold.
Do you know how it feels to sell your company's first-ever 7 figure deal? No. Me neither. But Charlie does - and he talks us through the skill, the process and the pressure in this episode of No Big Deal. As ever. It's not a big deal.
Mick talks us through how he uses deal management & sales process as his map & compass
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