Christopher Engman's Linkedin Analytics

A typical Megadeals client has complexities in the deal making such as… Cross hierarchical decision making on the customer side (often higher up than most people realise) Cross functional decision making A complex offering that takes a long time for new people to handle on their own The environment on the customer side is a blend of processes and interfacing technologies These 4 complexities lead to another key trait of our clients, which is a very high dependency on key people in the deal making. Often a CEO, a CTO and a Head of sales. We call it the rainmaker dependency. Hiring more and more sales people only makes the matter worse as your rainmakers have to hold the new sales peoples’ hands, which they don't have time for. We often see companies making the mistake of recruiting too many new sales people and then ending up in the calendar problem. They find themselves having to support everyone else and then experiencing lower sales as a consequence. Most of our clients aim at becoming the leader in their category and in their core customer segment. It is also quite common that a Megadeals client is trying to establish or grow a new solution category which has its own list of challenges and special moves. Looking forward to talking more about your exciting potential to dominate your finite market and category.