There's no feeling quite like landing a big deal. From the moment you realise there's a chance the deal might materialise, all the way until it is closed, the feelings of anticipation and excitement and anticipation are palpable.

So what if we were to tell you that you could improve your chances of winning big deals just by leveraging the data you already have available?

In this webinar, Daniel explains how you can leverage your data to identify more opportunities to win big deals, as well as how to get them over the line.

As Daniel says in the podcast, when you get your KPIs right, it can have a major impact on your sales results.

Top Three Takeaways

  • Targeting large deals is more complex than smaller ones, and there is much less guidance and information online on how to do it successfully.
  • Small deals come to you, whereas big deals won't, which is why identifying who to contact is essential.
  • Upsales found that as much as 70% of industry data is incorrect or contains inaccuracy while creating their target audience.

How to Identify High-Ticket Targets

When it came to Upsales attempting to land their first high-ticket clients, Daniel admits it wasn't exactly plain sailing. "A lot of our larger clients came in as small deals. When we started approaching larger deals, our standard playbook was really not as effective as we expected."

But that didn't deter Daniel. Instead, the team went back to the drawing board, looking at their top ten clients to establish any potential patterns to create their target audience.

But they didn't use this by using industry data, as you might expect. "If you want to find your best clients and identify patterns, you can't use industry data," Daniel explains. "I would estimate 70% of that data is not correct."

Instead, Upsales started by looking at the size of the business, and its geography, to make an initial list to work from and tailor your targeting as you go.

Clean Your Data

When you have done your research based on your selected criteria, it's time to dive a little deeper and see if that company meets your requirements. For example, if you specialize in working with restaurant chains, you may want to get rid of any companies that have met your initial criteria so that you can focus as much time and effort on your high-value targets.

While it might be tempting to promote your services to any and all businesses, the more time you spend trying to win deals outside of your wheelhouse of expertise, the more time you are taking away from very real opportunities with other more suited companies.

Pick Your Angle of Attack

Now you have your clear list, it's time to establish your angle of attack. In Upsale's case, that was going after board members.

"With our list of potential clients, we were able to extract all the data on the board of directors for all of these companies," Daniel explains. "We then cross-matched that data with the board of directors on our existing companies. We ended up seeing crossovers where the same person was sitting on the board of a company we are already working with and one that we wanted to work with."

This approach gave Upsales a clear line of communication to get in touch with key stakeholders and decision-makers within their targetted businesses, which is vital for progress.

How to Reach Out to These Businesses

What do you say to a CEO with 50,000 employees?

That's the question Daniel had to ask himself when closing a big deal. "You probably don't call that guy and say we have a really good CRM system because those decision-makers are about five tiers below him," says Daniel, chuckling.

Instead, Upsales read their strategies and quarterly reports, and they used that information to prioritise the information in their pitch, which led to a meeting.

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