So today, a fortune 100 company called into our main line.
Nobody was in the office but me, so I took the call.
Turns out, they have 3 massive NetApp storage arrays, each loaded with 768 Terabytes of data that needed hardware support services. We’re the first folks they called based on a glowing recommendation from a mystery client.
I had a conversation with their data storage team lead, and we parted warmly with next steps in place. I’ll be reviewing my proposal with him tomorrow. How can it be so easy? Here’s the truth
Massive Deals are Everywhere.
At all hours of the day, and in every day of the week, every month of the year, billions and trillions of dollars are being spent.
Massive deals close across the economy every single day. And if you can just tap into that reality, and really swallow it. Perhaps wallow in it, or more aptly “bask” in the glory of it…
It’d make massive deals a hell of a lot less intimidating. They’re a dime a dozen.
My manager is working on 3 massive deals concurrently. Our top closers rake in $300k, $400k, and our best rep of all time raked in $1,000,000 in a single year. As a novice, it’s easy to get intimidated by these numbers. I don’t get intimidated, I get fascinated and curious. I look into our CRM and analyze with great scrutiny where the heck that money comes from.
And the truth is, it’s all coming from massive deals. Well, at least 80% of it per the 80/20 rule.
My conscious intent will be to exclusively go after massive deals. It doesn’t take substantially more effort to close a $50,000 margin deal than it does a $500 one. And it certainly takes orders of magnitudes more effort to close 100 of those tiny $500 deals to equate to the glorious victory of the $50,000 deal.
No matter what you sell, there are deals closing all the time all around you. Tap into that energy. Feel the money flowing. It’s literally swirling around your office, you can hear it in the phones ringing, you can see it in the expressions on your colleagues’ faces when they close the big ones and small ones alike.
The massive deals are everywhere. Waiting to be found. Some are even searching for you – so pick up the phone, and start dialing.