How to Land Big Deals: Jon Azodo’s Playbook for B2B Sales Success

Buy The Big Deal Manifesto here: https://www.nobigdeal.club/store/p/nobigdeal

A downloadable 60+ page sales guide where you’ll learn discovery, value propositions, relationship/champion building, business cases, negotiation and managing hand-overs so you and your customers benefit from long-term success.

In this week's podcast, Jon Azodo shares proven strategies for hunting big sales opportunities in the B2B space. Learn how to drive sales success through strategic account selection, leveraging referrals, and building relationships with new champions.

Jon dives deep into stakeholder management, the give-get principle in negotiations, and the art of managing up to keep internal stakeholders aligned. He also discusses how to navigate procurement processes, shift from a push to pull sales approach, and apply lessons from the Big Deal Manifesto to close high-value deals.

Whether you're a seasoned sales pro or aiming to level up your B2B sales skills, this conversation is packed with actionable insights on sales strategy, internal communication, and confidence-building for long-term success.

🔔 Don’t forget to like, comment, and subscribe for more expert sales content.

Timestamps:

00:00 – Whale Hunting: Strategic Account Selection

03:04 – Leveraging Referrals for Big Deals

05:56 – Building Relationships with New Champions

09:05 – Managing Up: Keeping Stakeholders Informed

11:50 – Negotiating with Champions: The Give-Get Principle

14:59 – Coaching and Collaboration with Champions

18:52 – Understanding the Procurement Process

22:01 – Building Relationships and Trust

24:21 – Leveraging Experience for Confidence

25:49 – Transitioning from Push to Pull Sales

32:02 – The Impact of the Big Deal Manifesto

36:02 – Favourite Sales Memories and Lessons Learned

sales strategy, B2B sales, strategic account selection, building relationships in sales, stakeholder management, sales coaching, referrals in sales, sales negotiation, procurement process, internal communication, sales success, push to pull sales, big deal manifesto, sales confidence

#salestips #salestactics #salessuccess #sales #closingdeals