Christopher Engman, CEO at Vendemore, does an exceptional job at outlining sales and marketing alignment and activities surrounding super large sales opportunities.
Three pillars of managing a “mega deal”:
- Sell the problems you solve and the insights you have – takes longer and involves more people than you think!
- Marketers have new tools now to help target messages to a wide, and sometimes unknown, audience within these deals – Account Based Marketing – supports sales team.
- Sell as a team – top management, sales and marketing, delivery, etc.