One of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8-figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals.One of the most accomplished people I have seen, first-hand, is Paul Evans.Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture.He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being.A declaration - Paul is a client and we have worked together multiple times.My Key Takeaways:• Be authentic.• Have greater ambition that you can currently see. Ask “What could this deal mean at its largest?” • Adrian observed that for a customer to sign off an 8-figure deal - 26 million technical spend there must be at least 40 million if not more of value.• Implication for ESC community if you want to sell a £26 million deal identity and solve a £40 million problem, for someone with the purse and power.• Create early executive engagement.• Consultative selling builds trust and enables bigger wins.• When you know what your do best in this world, you can enjoy it and be excellent at it. Paul feels his career like a Catherine Wheel a slower start but now fully energised operating at speed.If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career. To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.