Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.
Top Insights From the Best: Jamal Reimer
November 17, 2020
Jamal Reimer is a Top 1% seller at Oracle. He is a "Mega-size Enterprise Sales" expert who has worked at Oracle and has sold exceptionally large enterprise deals, having closed nearly $200,000,000 in sales himself. He has also closed several deals that were $50 Million in size each and carried annual $30 Million+ quotas. He is a renown expert in very large size Enterprise Sales. He now coaches individuals and teams on how to find and close megadeals.
In this episode:
- Difference between Enterprise Sales & Mid-Market Sales
- Mapping out the buyer's Organization
- Using data in pricing negotiations on Enterprise Deals
- Establishing & defending pricing
- Delivering "the Story of Value"
- The "Investment Portfolio" enterprise sales method
- How to build a "Relationship" in the Enterprise Sales motion
- What to do when you miss your annual quota
- Why Jamal wants to meet Thomas Kurian of Google Cloud