Megadeals Podcast

How many times have you heard people saying: “Yes, we want to buy from you”? But a verbal yes will never be the same as an actual signing on the last dotted line. In the Deal closing messaging of the Megadeals discipline, we talk about the small decisions that need to be made and all matters that will need to be clarified before signing. These are messages centered around how to go from signing, t...

In this week’s episode we got the chance to have another chat with Michael Eckhardt, managing director at Chasm Institute. The Chasm Institute is a Silicon Valley consultancy founded by Geoffrey Moore, author of the product marketing classic "Crossing the Chasm." We talk about channel sales vs direct sales and the consequences of doing the right thing at the wrong time. What should you think about...

Do you want to change behavior in life? Get to know yourself better and develop yourself? In this week's episode, we have an inspiring conversation with the professional speaker, trainer, and advisor in negotiation and emotional intelligence - Lousin Mehrabi. She teaches us about the right mindset and strategies and goes through the nine-step method for successful negotiation. Don’t forget to subs...

Who emails the top manager of Ericsson every monday for three months? In today’s episode we have a conversation with Erik Josefsson, who has worked at Ericsson for almost 9 years in several different continents. He has been driving global business development for IoT solutions and the 5G offerings in the industry. We discuss how to merge sales, marketing and product development as well as the impo...

To what extent can we rely on published research results? Why should we question Kahneman’s loss aversion study? And why is the 60+ million viewed TED-talk on power posing not reliable? In this episode, we have a conversation with Anna Dreber Almenberg, the first female Economic professor at Stockholm School of Economics. She has been active at Harvard University since 2006 and today she works as...

How many could say that they have been inspired by Donald Trump? At least this guest made that inspiration and turned it into something good. Ingmar Rentzhog is the person behind the global social media network We Don't Have Time which focusing on the solutions of the climate crisis. This platform combines social networks and ratings to influence society by connecting people all over the world to...

If you're a true listener of this podcast you have probably heard Mark Organ's voice before. Here we discuss why you should think big when crafting your category vision in startups/scaleups. Mark gives many valuable tips on how you should think, act and dominate within your category. Lastly, he shares interesting thoughts about the portfolio mindset, dealing with horizons and future investments. M...

How do you actually build trust and create new relationships with stakeholders during these times? Andréas Rydén, megadealer at IBM, shares his experiences on trust, relationships, culture, and how to set boundaries when negotiating. We also discuss how the pandemic makes it even more difficult to drive consensus.

In this episode, Bora, David, and Christopher talk about part 1 of 3 of the Messaging Architecture, the Fundamental Messaging. This part of the discipline takes the buyer from 'I don't know who you are' to 'I want to buy from you'. It is also being discussed why it's problematic that companies talk too much about their product's benefits and features and what to think of instead when providing sup...

You have probably listened to music in his headphones and maybe heard about the revolutionary electric boat company X Shore. Konrad Bergström started Zound Industries in 2008, including Urbanears and Marshall, which grew by 11.000% over a 3 year period. Today Konrad fully works with his innovative electric boat company X Shore. Konrad is a Megadealer that has extremely good spotting radar combined...

In this Christmas episode, Christopher, David and Bora sum up the year by sharing their top key takeaways that they have collected during the year. They discuss different strategies and disciplines for scaleup companies wanting to do larger deals and for already big companies doing Megadeals, how to maximize win rate, and which marketing approach to choose when you want to grow faster and meet all...

Gary Guttenberg is a seasoned negotiator. Gary is a California business lawyer who has been working in Sweden via his firm (B2World) for over 20 years. As an international business developer and deal maker, Gary regularly represents clients in structuring/closing deals with market leading tech companies in USA, Europe, and Asia. In this episode, he clarifies the know-how and process steps necessar...

Have you ever thought about why some messages are just so exemplary and some do not even make you wanna read it through? In this episode, Christopher and Mareo talk about how to create the most successful messaging and he gives us three useful takeaways that will change how you will craft messages in the future. Also, the most important ingredients when orchestrating complex megadeals and what iss...

Why should we be more transparent in sales cycles and why should organizations think more like IKEA? In this episode, Todd shares his insights on why transparency is key when dealing with prospects and buyers. Based on neural and behavioral science, Todd has studied why we humans always want to predict what our experiences are going to be and why we need to know what could go wrong in the sales pr...

When Jessica Fewless started investigating B2B marketing technologies she came across the company Demandbase who was focused on Account Based Marketing. This became a shift for Jessica’s career and from that day she knew that she wanted to work at Demandbase. Said and done, she has been the VP of Customer Experience at Demandbase among other things as the author of Account-Based Marketing (2019),...

Thomas Westin has worked with M&A (mergers & acquisitions) and investment banking for over 20+ years within several international banks. In this episode, we discuss the Megadeals discipline, more specifically the 5 Cornerstones, and how they can be applied to different M&A cases. Thomas also gives some interesting insights into the impact of PR and teambuilding in the M&A field.

How do you make contracting successful in megadeals? Mike Hurley has a long track record of negotiating megadeals and has been working with the contracting part for some of the largest companies in the world. Here he shares his knowledge of negotiation strategy, disqualification, and traits of a megadealer,

In this episode, we have a conversation with Joakim Sjöblom and Christoffer Pettersson from the Gothenburg based company Minna Technologies. They are a highly successful Swedish FinTech scale-up that has surpassed 5X growth in the last 2 years. Their growth strategy is predominantly driven by winning Megadeals. They were also one of our early clients and are true role models in adopting the Megade...

Some guests need no further presentation. This week’s guest is a well-known profile for our Swedish audience. Anna Kinberg Batra has been seen in the political rooms, leading one of the biggest Swedish party Moderaterna. After leaving the political world, Anna has taken on a number of advisor roles and been elected Chairman of the Board of the listed company Soltech Energy. In this episode, she sh...

In this episode, we have a conversation with Alexander Helling on how to structure and financing megadeals. Alexander has a great experience from the Chinese market and shares his insights on the differences between making larger deals in China compared to other countries. He has been part of several megadeals and emphasizes the importance of being present and not underestimate the time it takes t...

In this week’s episode we talk to Michael Eckhardt who is the Managing Director of the Chasm Institute. His team, including Geoffrey Moore, has contributed to the best-selling strategy book Crossing the Chasm which has sold over 3 million copies as well as the book Zone to Win which is aimed to guide established enterprises. Michael shares his views on the challenges for startups and larger enterp...

Jimmy Andersson has a solid experience in sales and megadeals. He started as an engineer and was more or less thrown into a megadeal where his career took a turn. Today he has a great track record of doing megadeals and has worked at Sogeti for +15 years. In this episode, he shares his insights of how transparency, especially risk mitigation, is part of building trust in complex deals.

In the tenth episode of the Megadeals podcast we have the pleasure of talking to Laura Bishop who has worked at one of the biggest and oldest tech companies for over 20 years and has huge experience in technical sales and data science. Laura talks about the importance of mapping the ecosystem with all its stakeholders, both internal and external. She shares her insights of letting the technical pe...

Every now and then someone comes along and creates their own category or segment. That's exactly what our podcast guest has done twice. He created sales and marketing automation in B2B with Eloqua which he sold to Oracle for $800 M. He then created a whole new category again with his company Influitive around advocacy marketing, to infuse more trust, at scale, into the buying process. He is a huge...

Tim Herglotz is back after a “demand” from our listeners. This time he walks us through and shares some golden nuggets of how an entire deal team worked together when orchestrating a Megadeal worth more than 2 billion dollars. Tim is a megadealer who works out of Germany for one of the largest IT Technology companies in the world. Tim also addresses things like Trojan Horses, Watermelons, and kiwi...