Securing Megadeals requires more than just a strong pitch. It demands a deep understanding of deal orchestration and stakeholder management.
In this episode, Bora Brännström, the co-founder of Megadeals Advisory, joins Alex Raymond to share insights on navigating the complexities of large, multi-million dollar contracts. Bora breaks down what makes a deal truly complex, from influencing decision-makers at every level to managing a web of cross-functional relationships. He points out a common challenge many companies face—rainmaker dependency—and how relying too heavily on a few key individuals can hinder growth, especially for scale-ups.
So how can account managers scale success in such a high-stakes environment? Bora points out the importance of proactively engaging with multiple stakeholders, leveraging internal references, and using targeted media to build trust across the organization. Can a systematic approach to deal orchestration be the key to driving consistent growth? Bora and Alex’s discussion offers strategies for anyone looking to step up their game in managing complex deals and building stronger relationships with key stakeholders.
Episode Breakdown:
00:00 Introduction
02:19 Defining Megadeals
04:44 Four Criteria of Complex Deals
07:03 Challenges in Scaling Sales Teams
10:13 Finite vs. Infinite Markets
14:45 Expanding Within Existing Accounts
17:31 Stakeholder Mapping
20:52 Ideal Stakeholder Map (ISM)
25:35 Accessing Key Decision Makers
30:40 Proactive Account Management
34:54 Actionable Steps for Account Managers
40:58 Building a System to Eliminate Rainmaker Dependency
43:40 Specialization and Support for Rainmakers
Links
Connect with Bora Brännström:
LinkedIn: https://www.linkedin.com/in/bora-br%C3%A4nnstr%C3%B6m-a193a9a/
Website: https://www.megadeals.com/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
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