30 Minutes to President's Club | No-Nonsense Sales #529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd
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Dec 4, 2025 Luke Floyd, an experienced enterprise account executive at Deel, shares his strategies for winning large deals by focusing on compelling events rather than sheer volume. He explains how to identify urgency in potential clients and prioritize high-value accounts, mapping out decision trees to guide buyers. By leveraging research and AI, Luke crafts multi-channel outreach that resonates deeply, nurturing relationships based on empathy rather than product pitch. His no-nonsense approach helps streamline success in the competitive enterprise landscape.
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Find And Prioritize Compelling Events
- Find the compelling events that naturally create urgency in deals by auditing your last 5–20 closed-won opportunities.
- Prioritize events that are time-bound, visible, and organic to increase your win rate without manufacturing urgency.
M&A Payroll Migration Win
- Luke recounted a client spun out from a public parent needing payroll for five countries within 60 days during an M&A.
- Deal migrated all payrolls quickly and won by attaching to that time-bound event.
Rank Compelling Events By Impact
- Rank your compelling events by deal size, deal speed, and enjoyment to find a 'golden zone' to focus on.
- Concentrate on the top events that produce outsized results rather than chasing every possible trigger.