#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht

30 Minutes to President's Club | No-Nonsense Sales

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.


🎙 ACTIONABLE TAKEAWAYS:

  • Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
  • If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
  • Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
  • Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.

MAX’S PATH TO PRESIDENTS CLUB:

  • Enterprise AE @ MaestroQA
  • #1 ACV & TCV @ Productiv
  • #1 SDR @ Zuora

RESOURCES DISCUSSED:

More description

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.


🎙 ACTIONABLE TAKEAWAYS:

  • Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
  • If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
  • Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
  • Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.

MAX’S PATH TO PRESIDENTS CLUB:

  • Enterprise AE @ MaestroQA
  • #1 ACV & TCV @ Productiv
  • #1 SDR @ Zuora

RESOURCES DISCUSSED:

2025-05-20 31 min
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