Revenue Builders A Masterclass in Closing Big Deals with Steve Waugh
8 snips
Sep 4, 2025 In this engaging discussion, Steve Waugh, a legendary enterprise software salesperson with a remarkable track record at companies like Blade Logic and BMC, shares his insights on closing big deals. He emphasizes the critical mindset for success, the importance of identifying champions and detractors, and how to articulate value over cost to influence executives. Steve also dives into the necessity of strong executive support and navigating internal challenges while mastering the art of building relationships, making this a goldmine for aspiring sales professionals.
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Napkin Deal Scaled A Reseller Overnight
- Steve closed an $890k order from a napkin sketch that transformed his $5M company into $72M revenue through a tailored fulfillment model.
- He built on-site warehouses, standardized SKUs, and staffed an 18-person delivery team to meet aggressive SLAs.
Belief Precedes Big-Deal Value Conversations
- Belief in yourself and your product is the prerequisite to sell big deals and convince customers of value.
- Shift conversations from cost to the business value you deliver to unlock multimillion-dollar outcomes.
Map Champions And Detractors Early
- Focus on C‑suite entry and then go broad to map champions, neutrals, and detractors across the organization.
- Identify detractors early because they can derail big deals if left unchecked.
