30 Minutes to President's Club | No-Nonsense Sales The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht | Ep. 310
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May 20, 2025 Max Licht, an Enterprise AE at MaestroQA and former top performer at Productiv and Zuora, shares his winning strategies for sealing 6 and 7-figure deals. He emphasizes the importance of shadowing prospects to understand their workflows and address technical blockers. Key tactics include mapping business processes, triggering clarity in tech evaluations, and utilizing shadow sessions for deeper insights. With a focus on balancing the give-get in these sessions, Licht reveals how to transform IT stakeholders into allies and accelerate the sales process.
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Use Pointed Questions Effectively
- Prepare pointed observations linked to your product's unique strengths before calls.
- Use open-ended questions to steer prospects toward your differentiators and market insights.
Leverage Shadow-Based Discovery
- Conduct shadow-based discovery by watching your prospect's manual business processes first-hand.
- Use shadows to uncover inefficiencies and tailor your pitch to solve actual pain points.
Run Effective Shadow Meetings
- Clearly set the agenda with your champion before shadow meetings and highlight what parts of their workflow you want to observe.
- Use shadow sessions to identify product differentiators and learn competitor weaknesses.