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Revenue Builders Podcast
A Masterclass in Closing Big Deals with Steve Waugh

A Masterclass in Closing Big Deals with Steve Waugh

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In this episode of the Revenue Builders Podcast, hosts John
McMahon and John Kaplan are joined by Steve Waugh, a legendary
enterprise software salesperson. Steve shares his journey from
starting at IT resellers to executing some of the largest deals
in enterprise software at companies like Blade Logic, BMC, and
Medallia. He outlines strategies for identifying champions and
detractors, the importance of mindset, belief in one's product,
and understanding the customer's business impact. Additionally,
Steve discusses the critical role of executive support in closing
big deals and offers insights into navigating internal challenges
within one's company. This episode is a treasure trove of wisdom
for anyone looking to understand the art and science of selling
large enterprise software deals.

ADDITIONAL RESOURCES

Connect and learn more from Steve Waugh:

https://www.linkedin.com/in/steve-waugh-4833b57/

Watch Force Management’s Panel Discussion on Growth,
Valuation and Execution:
https://bit.ly/4p6kyGS

Read the Guide on Winning Government Contracts:
https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:
https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:19] Steve's Early Career and First Big Deal

[00:04:30] Breaking into Financial Services

[00:07:36] Mindset for Selling Big Deals

[00:11:50] Identifying and Handling Detractors

[00:22:21] Cost vs. Value in Sales

[00:32:10] The Importance of Content in Sales

[00:32:50] Embracing Your Unique Style

[00:34:53] Believing in Your Product

[00:36:39] Navigating Company Challenges

[00:37:55] The Art of Big Deal Selling

[00:46:33] Uncovering Hidden Opportunities

[00:51:21] Mastering Executive Communication

[00:53:43] Career Pathing and Leadership

HIGHLIGHT QUOTES

[00:20:49] "You have to believe that everybody gets up and puts
their pants on the same way."

[00:24:26] "If a customer's constantly looking at cost, you
haven't got 'em converted—you gotta get 'em to forget cost and
look at the value."

[00:33:09] "You gotta know who your friends are, but you gotta
know your enemies better."

[00:46:46] "Executives don't care how you do it—they care about
the 'so what.'"

[00:54:17] "If my own leader doesn't believe me, it makes it uber
hard for me to accomplish it."

[00:56:48] "It's a two-way street. The company has to support
their people to believe they can do it, and they have to have
that same courage."

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

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Force Management