Tamina Thamsborg's Linkedin Analytics

#Megadeals; The first book about Megadeals www.megadeals.com https://www.megadeals.com/landing-pages/the-go-to-market-design-workshop-by-megadeals?utm_campaign=MD_Land_Image&utm_source=linkedin&utm_medium=paid&hsa_acc=506989761&hsa_cam=618110794&hsa_grp=211780074&hsa_ad=208388084&hsa_net=linkedin&hsa_ver=3 The Megadeals discipline has a fit when: 1. You are selling into a matrix- or cube organised existing or new client (Ie not a pyramid) 2. When decisions need to be anchored cross-functionally 3. When decisions need to be anchored cross hierarchy 4. When what you are selling is complex 5. When the environment on the customer side is a blend of processes and interfacing technologies When these apply the Megadeals discipline is a good choice since the game shifts from dialogue techniques to orchestration. Megadeals is the first orchestration discipline. The key issue when you have these five criteria is that the commercial side of the company becomes rain maker dependent. We have seen no exception to this in both the largest companies in the world and all scaleups. The issue with this is that you can't scale with just adding more and more salespeople. Instead, you need to do three things: 1. Take away all unnecessary tasks from the rainmakers 2. Scale the rainmakers via short and long videos (full-funnel, covering cross hierarchy and cross functions) 3. Train the marketing and sales teams on a mutual commercial gotomarket model In theory, this sounds simple. In practice, it is trickier. This is a 22 min video explaining the key points from the Megadeals research. https://youtu.be/TkEqwQay6bI We both help with the 1. gotomarket design and with the 2. execution (positioning, messaging, video content, martech, training)