Megadeals ^{2nd Ed.}

In the B2B world, the people bringing the largest deals to the table are heroes. That's because, amongst the world's biggest B2B companies, 80% of the total revenue comes from as little as 1% of the customer base — or fewer than 100 customers. And a large portion of that 80% comes from megadeals.

This information is often not disclosed to avoid investors seeing it as a risk. But what if the success of the largest companies today actually depends on their ability to master and win megadeals? There's a reason top megadealers have annual compensation packages exceeding 1 MUSD. But how do they do it? Until now the answer has been shrouded in mystery.

In this hands-on book, Åberg and Engman reveal the five cornerstones of a successful megadeal and explore the many complexities surrounding them. They also provide a unique cutting-edge approach to complex selling that blends account-based marketing and sales with enterprise social selling in a way that will transform your sales and marketing team.

Megadeals is a powerful formula for you to realize long-term success and change the world on a massive scale.

• Introduction: Why are Megadeals a Mega Deal?
• Part 1: Megadeal Cornerstones
1. Key Initiatives
2. Ecosystems and Ecosystem Architects
3. Consensus
4. Trojan Horses
5. Risk Mitigation
• Part 2: Tools and Capabilities
6. Dialogue Techniques
7. Messaging Architecture
8. Enterprise Social Selling
9. Account-Based Marketing
• Part 3: Megadeal Complexities
10. Megadeal Financing
11. Contracting
• Afterword: What's Not In This Book?