GTM 41: Selling The Easy Button Through to Multi Million Dollar Deals with Jamal Reimer

Podcasts

Over the past 20 years, Jamal closed multiple $50m deals as an individual contributor enterprise seller, authored the best selling book, Mega Deal Secrets, coached hundreds of ambitious sellers to sell the largest deals of their lives, and founded the Enterprise Sellers Community, a community of practice for individual contributors.

What You Will Learn:

The psychology on how to sell to executives.
Knowing which deals to prioritize.
Multi-threading and aligning your sellers to your product market message.
Earning clout and respect from executives.

Highlights:

(3:09) Things to think about when starting to sell to larger enterprises.

(5:48) The story behind Jamal’s best-selling sales book “Mega Deal Secrets”.

(9:36) How to get access to the right people in the room when closing a deal.

(15:12) The framework for identifying and prioritizing the right deals.

(18:00) How to earn clout and respect from executives.

(22:31) How to keep executives invested in your relationship.

(31:26) Key components necessary in an enterprise sales playbook.

(36:30) Practicing patience in sales.

(41:25) The importance of co-selling as a CEO.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/jamal-reimer/
Jamal Reimer’s Book: Mega Deal Secrets

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Scott Barker

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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Scott Barker September 17, 2024

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GTMnow is the media brand of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.