Coming soon: The CEO's Strategic Playbook to Complex Sales
Listen up, all CEOs out there!
We're soon launching Revenue Journal's first publication: The CEO's Strategic Playbook to Complex Sales.
This masterpiece gives you:
✔ Wisdom from 8 of the world's foremost experts in complex sales
✔ Real-world advice that delivers results
✔ 130 pages of actionable insights
Apply here to get your copy in December.
A preview of what's to come
"One of the fastest ways to ramp up revenue growth is by mastering the art of closing complex deals. We're currently in challenging economic market conditions. The golden era, with almost unlimited access to capital, is over, and customers are keeping track of costs as if their lives depended on it.
The harsh reality is that growing revenue will be much harder going forward than it used to be. Ensuring the sales organisation is value-focused is more critical than ever. If you want stable and predictable revenue streams, you must do more than "just" selling products or services."
Advice that works in the real world
We know you need actionable advice, not theories, to make this happen.
That's why we've interviewed eight of the world's most respected experts in complex sales and it's leading framework, MEDDIC, on how you ensure your sales organisation does this successfully. This playbook contains over a hundred years of compiled real-world experience and is tailored specifically for CEOs running B2B companies with €10M+ revenue.
Meet the experts
John McMahon - 5X CRO, Board Member & Author
John McMahon is known as the greatest sales leader of our time. He taught an entire generation of software sales leaders, and his book The Qualified Sales Leader became an instant success. John has been the CRO of five public software companies, including BladeLogic, BMC, Ariba, PTC, and GeoTel.
At BladeLogic, he helped take the company from a start-up to an $872 million acquisition by BMC. At GeoTel, he grew sales to $52 million before a $2 billion acquisition by Cisco. And at PTC, where McMahon first made his mark, sales grew from $1 million to $1.1 billion in nine years. Today, McMahon sits on the boards of several companies, including Snowflake and MongoDB.
Jamal Reimer - Founder of Enterprise Sellers
There was a time when Jamal Reimer was just another enterprise software sales rep, barely making his numbers and struggling to close the big deals he knew deep down were possible. Then, he cracked the code for selling ultra-large enterprise deals and went on to sell over $160 million in SaaS revenue.
He has written the best-selling Mega Deal Secrets, which tells the story of his first mega-deal journey in detail and is used as an advanced selling blueprint among tech sales teams, from start-ups to public companies alike. Today, his Mega Deal Secrets masterclass is attended by ambitious sellers from Oracle, Cisco, Gartner and many more.
Nate Nasralla - Co-founder of Fluint
Nate Nasralla has spent his whole career in B2B sales, during which time he came to realise that deals are won and lost during a buyer's internal meetings and not in sales meetings. The co-founder of Fluint and author of The Enterprise Sales Playbook teaches a simple premise: how to sell with your buyer and not to them.
The how-to behind this simple yet, powerful insight can be broken down into a thesis: find and frame the high-priority problem, create internal consensus on how to move forward then quantify and clarify the impact a successful outcome will have.
Pim Roelofsen - CRO at MEDDICC
Pim Roelofsen is the CRO at MEDDICC and co-host of The MedMen Show podcast. He has had a stellar career as a key member of hugely successful tech sales teams for over ten years, working at such companies as Cisco Meraki, Samsara and DoubleDutch.
Originally a customer of MEDDICC, Pim became their CRO and credits his understanding, proficiency and ability to bring MEDDPICC to life to its founder, Andy Whyte. At MEDDICC, he also works alongside Dick Dunkel (the creator of MEDDIC itself).
Christopher Engman - Co-founder of Megadeals
Christopher Engman is a serial entrepreneur, investor, and large deal advisor in sustainability scale-ups. He’s the co-founder and managing partner of Megadeals and the author of the book of the same name.
The Megadeals discipline was created through extensive research involving over 100 Fortune 500 companies and in-depth interviews with over 60 highly successful megadealers from around the globe.
Brent Adamson - Global Head of Research, Advisory & Communities at Ecosystems
Brent Adamson is currently the Global Head of Research, Advisory, and Communities at Ecosystems. He’s a researcher, author, presenter and thinker with a passion for productive disruption.
Brent is also the co-author of The Challenger Sale and The Challenger Customer. He is a frequent contributor to some of the world’s more respected business publications, including Harvard Business Review, and an accomplished speaker. He travels the world giving talks on such subjects as executive leadership and his time at CEB/Gartner.
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Peter Gustafsson - Advisor & Angel investor
Peter Gustavsson has a strong track record of building momentum in B2B sales and challenging the status quo. First in global tech companies, then in several of his own companies. He’s now an investor and advisor to fast-growing B2B SaaS and marketplaces.
Peter publishes the “Hacking Sales” newsletter to inspire modern sales leaders, sharing actionable strategies and insights drawn from his extensive experience in enterprise sales.
Jack Napoli - Owner of SALESMEDDIC Group
Often referred to as the Godfather of MEDDIC, Jack Napoli , along with Dick Dunkel, have helped shape how we approach complex selling to this day. He started his sales in Software Sales in 1981. He became the fourth sales rep and 32nd employee of PTC, and helped grow it to 800 reps and over 5,500 employees, to become one of the first application software companies to a $1B company.
He went on to specialise in selling high-technology solutions dealing in six and seven-figure transactions and complex sales cycles to CEOs, COOs, CFOs, CIOs, and other senior executives.
A complete breakdown of the playbook
The CEO's Strategic Playbook to Complex Sales contains 10 chapters:
01. INTRODUCTION
02. MEET THE EXPERTS
03. MEDDIC
04. DEFINING THE SALES PROCESS
05. TARGETING
06. BUILDING THE PIPELINE
07. RECRUITING AND COACHING
08. FORECASTING AND MANAGING RISK
09. KEY TAKEAWAYS FROM EACH EXPERT
10. FINAL WORDS
For members of the Executive Network
This playbook is an exclusive membership benefit to the CEOs, founders and revenue leaders in the Executive Network.
The network is free of charge, but we only accept members who meet our criteria. We also offer non-members to get a copy of the playbook by donating €400 to the non-profit organisation Solvatten , which provides clean and hot water worldwide.
The Playbook is officially launched on December 12th.
Who do you know that should apply? Tag them in the comments.
/ The Revenue Journal Team