No Big Deal : A Sales Podcast

From teacher to tech sales champion: Morgan shares her journey of moving to New York, getting laid off during COVID, and ultimately closing a million-dollar deal. She breaks down the systems she uses for managing complex deals while keeping your pipeline moving. Plus, she shares the exact moment she knew this opportunity was different - and how she kept her cool to bring it across the line. What you'll learn: How to build repeatable systems that scale your sales process The reality of enterprise ramp time and why patience pays off Tactical ways to involve leadership in deals without being pushy Templates and tools Morgan uses to stay hyper-organised How to handle competitor conversations with classA MEDDICC partnership; www.meddicc.com

It's not every day you get to hear from an AE who successfully sold to an organisation with over 300,000 employee's and walked away with a deal that justifies putting it on your logo slide.Todd has a skillset which affords him the privilege to command a deal this big, not least patience, curiosity and maturity, but importantly Todd has the ability to focus on process's over outcomes.The size of Todd's deal is matched only by the level of his ambition - so if you have your sights on eating an elephant, and want to hear from someone who has truly taken one bite at a time … Check out Todd's episode, this one's a wooly mammoth.A MEDDICC partnership; www.meddicc.com

This week we're joined by Sophie from Major Accounts at Lunio, who shares her experience of using creative prospecting to successfully break into enterprise accounts at the executive level. We go on to discuss how she managed to sign a deal 3x AOV in just 80 days by truly being an advisor.Our favourite part: Sophie emphasises the importance of using intentional language - framing conversations around "when" instead of "if”.If you're looking to elevate your executive prospecting strategy or simply want to learn from someone who's made the leap from mid-market to enterprise sales … check it out.A MEDDICC partnership; www.meddicc.com

When we first spoke to Ollie it was clear his level of preparation and diligence was so thorough he was about to reset our expectations about how high the bar could be raised:“I felt very confident I'd win this deal simply because I knew no one else had prepared more than me.”What followed was a deep dive into the details and processes which led to one of the industries largest deals of the year.In this episode you'll learn how to manage a deal cycle with over 100 stakeholders, how a simple traffic light system and a spreadsheet can be key project management tools, and how to think so big you can change the course of your career.A MEDDICC partnership; www.meddicc.com

In this special bonus episode of No Big Deal, we're joined by double Olympian Jack Green to discuss the mental game behind peak performance. Jack shares insights from his athletic career and current work in wellbeing, including:How to balance competitiveness with self-compassionThe importance of effort over resultsSetting priorities and maintaining focusUsing data and metrics effectivelyThe changing attitudes towards mental health in sportsApplying athletic mindsets to your lifeWhether you're in sales, sports, or any high-performance field, Jack's perspective on mindset and wellbeing is invaluable. Don't miss this candid conversation on what it really takes to perform at the highest level.A MEDDICC partnership; www.meddicc.com

Ever wondered what it takes to close a deal so big it redefines your entire sales org? Tom White from Klaviyo joins us to break down how he landed a whale that was 4x larger than anything his segment had seen before. From leveraging his wine industry experience to maintaining the illusion of nonchalance, Tom shares the strategic moves that propelled him to 700% quota attainment. Learn why sometimes the best move is to do nothing, how to build a winning internal coalition, and why equal business stature matters more than you think. Whether you're a seasoned AE or just starting out, this episode is packed with actionable insights to level up your sales game.A MEDDICC partnership; www.meddicc.com

In this special episode, hosts Jack & Jack pull back the curtain on their own high-stakes deals. These AEs dive deep into the strategies that helped them land game-changing contracts, from building champion relationships to navigating complex stakeholder environments.Learn how to:Leverage below-the-line intel to win over executivesUse the 'give-get' approach to maintain deal momentumBuild trust quickly with informal communication channelsCreate urgency without resorting to pressure tacticsWhether you're an SDR looking to level up or an experienced AE aiming to close bigger deals, this episode is packed with actionable insights from the trenches of enterprise sales. This Episode will help you master the art of the big deal from two favourite AE's.A MEDDICC partnership; www.meddicc.com

We managed to snag some time with sales superstar Megan Huberty, who's basically the Beyoncé of hitting quotas. In between renovating her house and making the rest of us look bad, she dropped some serious knowledge on how to crush it in sales.

Libby Owen-Jones just crashed NBD, and it was a wild ride! This sales hotshot has been around the block, selling stuff in more industries than you can count on one hand! If you're bored and got nothing better to do, tune in to hear her ramble on about:1. Wrangling change management like it's no biggie

No Big Deal sat with Kaylee Chappelow last week to hear how her biggest deal came from seamless project management and giving continual feedback to her team. AE's tend to get caught in a position where no one works for them ... but everyone works on their deals. You'll hear in this episode how Kaylee manages this with poise and quite frankly an abundance of emotional intelligence. If you want tactical tips from one of New Yorks best performing AE's about project and stakeholder management this is the episode for you. A MEDDICC partnership; www.meddicc.com

Dan's episode has so many talking points we couldn't decide on a title (lazy), instead, we listed the key talking points from the episode:Leveraging others to work with ChampionsBecoming consciously confident in your sales processWhen to break your process for certain customersTo Katsu curry or not to Katsu CurryDan closed the company's first X-figure deal, you'll find out the rest when you listen … out today.A MEDDICC partnership; www.meddicc.com

You rarely meet a salesperson with a track record that should have its own Netflix series. Brian's been to Presidents club 5x at Linkedin, Slack & Click-Up … With equal parts charisma, execution and accuracy, Brian's the kind of rep who could be your competition and you'd still want him around.Our next guest is so quotable we did the 3 quotes thing: “We're kinda fooled into thinking we love chasing the deal or getting close but it's the process that makes you happy” “If you're thinking about a question to ask a client because you're worried it's going to blow the deal … ask it straight away” “After four hours of discovery with the head of engineering and we got to the point where …” I wasn't lying when I said this was our Beckham Documentary. If the teaser doesn't do it for you … do us a favor and qualify yourself out…A MEDDICC partnership; www.meddicc.com

The biggest mic drop moment of Season 2 … Ollie talks through some of Sales most complex headscratchers; Successfully presenting Cost of Inaction, Opportunity Loss, and capitalizing on the Impulse Curve.It's an education in presenting big-stakes messaging, and doing it with style. Ollie's episode is so good we should start charging.A MEDDICC partnership; https://meddicc.com/

Imagine being handed your new account list and one of the top accounts was notoriously hard to grow. Well… that didn't stop Kate. Listen in to find out how Kate creatively engaged the C-suite, delivered above and beyond customer value and ended up with one of Salesforce UK's largest upsells in 2023. Oh and don't forget about the recommendation the CEO wrote on her LinkedIn. She is that good.A MEDDICC partnership; https://meddicc.com/

It's not often you get to sit and pick the brains of a high achiever like Multiverse's George Mann. In this episode Jack and I sat tight and shut-up, as George took the reigns and talked us through perhaps the most unique deal story you've ever heard. Follow the ups and downs of a tale that includes a red-herring, a sales casino, a fable in EQ and a question you can never hear too many times …… Do you really have a champion?A MEDDICC partnership; https://meddicc.com/

Kendall from Skaled is notoriously ruthless when it comes to qualification. Today, we learn about experiencing the hard lessons in order to close the biggest deal of her career. We focus in on how to connect with senior buyers on a human level, how to bring personality back to 30 minute zoom intervals and how letting your team feel the pinch will help them more in the long run.Check out Kendall's episode to learn about strategy, people and the fall before the rise.Connect with Kendall here.

Matt's Sales Motion is thorough. He's customer-centric, talks without ego, and is a humble student of the game.In this 35-minute episode he walks through, in meticulous detail, how he closed his first enterprise deal at Seismic.It's academic, it's self-aware, and it's full of actionable anecdotes.https://www.linkedin.com/in/matthewburge92/https://linktr.ee/nobigdeal.podhttps://www.linkedin.com/in/jack-fox-a286a6154/https://www.linkedin.com/in/jackneicho/

Emily Jobson is No big Deals first "Closed-Lost" story ... the sales cycle is near perfect, except one major flaw. Emily spots her mistake, and uses the momentum to win more deals with her whole buying committee.

Jake Jeffries is our first MEDDICC certified seller, talking us through how the strangest of circumstances couldn't stop him on his pursuit of executive buy-in ...No Big Deal is back.

Frances joined a new company with a new innovative product no one had ever hear of - she moved country, started a new role, and went on to close a deal 5x the average order value …Check out Episode 15 to find out how!

Scott is a senior enterprise AE at Reachdesk, and he recently closed a deal 4 times their average order value … he talks us through how you can do this even in a downmarket!

Kat moved into her new gig and closed the company's biggest commercial deal in her first 2 months. She didn't do it just by herself, listen to this episode to find out how to recruit your team quickly to make a splash early on in a new role!

Anne-Marie has backed three winning horses as one of the first sales reps. DocuSign, PluralSight and most recently, Tines where she sold the first 6-figure deal. In this episode, Anne-Marie walks us through the challenges of managing big deals as an unknown brand in the market ...

Hitesh has sat in every customer-facing role in the sales org. Now, as CRO at Jointflows, he talks us through the deal that taught him what it means to sell internationally... listen to this week's episode to learn how to sell from London to as far as China ...

Dave tells Jack and I how to use the time between walking from the meeting to the elevator to ask killer questions. Listen to episode 10 to hear from a big dealer on how to get bold.

Do you know how it feels to sell your company's first-ever 7 figure deal? No. Me neither. But Charlie does - and he talks us through the skill, the process and the pressure in this episode of No Big Deal. As ever. It's not a big deal.

Mick talks us through how he uses deal management & sales process as his map & compass

Jack and Jack learn from Matt about how to use emotions and rationality to help his customers reach a consensus.

We speak to Jason about turning a call for a quote into the biggest deal his company has ever sold ...

Becky Butler talks us through closing her company's biggest-ever deal, navigating getting ghosted in 'the darkness period' and reaching the light at the end of the tunnel

We speak to our friend Fabiola Da Silva about how she beat the competition, negotiated all the way to the top and closed the biggest deal in her company's history.

Listen to Moritz Aemisegger tell us how he used a Harley Davidson, his mentor and some luck to stack the chips in his favour and close the most important deal of his career.

Laura Erdem, Senior Account Exec at DreamData talks us through how she closed the companies biggest deal to date.