#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline. Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow. Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return. MAX’S PATH TO PRESIDENTS CLUB: Enterprise AE @ MaestroQA #1 ACV & TCV @ Productiv #1 SDR @ Zuora RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” 30MPC Training: 30mpc.com/training