Close More Big Deals Fast With Sales War Room Expert, Lisa Magnuson Feb 27, 2020 Wes Schaeffer The Sales Podcast Email Marketing Best Practices Marketing Automation Digital Marketing Entrepreneur Share this blog post on Twitter Share this blog post on Facebook Share this blog post on LinkedIn Pick Your Account QB to Lead The Sale Click here to download the episode. [ LISTEN NOW ON ITUNES ] Sales Tips you'll learn today on The Sales Podcast... 41 sales VPs told her the book they wanted written Live interviews over a year in researching the book Hiring is a great start You must create the engine to drive results Execute Follow through Build a culture that focuses on big deals War rooms Account teams Big deals, i.e. the complex sale With a team you can keep your prices high Engage the executive sponsor Sell on value Account teams help you sell on value Who should lead the account team? You need yellow and red flags so we know what to look for when things aren't working You must decide who the account quarterback will be." 15 years in sales consulting "War Room Services" joins the account teams and helps close the deals $40 million deal that didn't look promising at first Had to defeat an incumbent and overcome geography issues Took nine months Within 90 days that client got them a huge referral Sometimes you're not ready for bigger deals Are you committed to pursue this opportunity from start to finish? What's the strategic value of landing this account? Can you fulfill on the order? 16 plays of leadership, culture, execution, etc. Plus a sideline coach, i.e. 16 experts from around the world Brian Burtz is one of the experts who says "change the rules." How to handle top performing salespeople, including the renegades Opportunity finder playbook Sales managers have 2x challenges as goals today Links Mentioned In The Sales Podcast Visit Top Line Sales Buy Lisa Magnuson's book, "The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly" Buy her book for sales pros, "The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relation"