Secret to getting big B2B deals done
B2B Deal Making If you’re building a business, you know that landing a big B2B deal can be transformative. It can bring not only revenue but also credibility, momentum, and a foothold in new markets. But let’s be honest — these deals aren’t easy to win. They take more than just a good product or a flashy pitch. After years of experience and plenty of hard lessons, here’s what I’ve learned is the real secret to getting big B2B deals done. Start with Intelligence: Know the Landscape Before you ever make contact, you should have done your homework. Understand the market context, the company’s current performance, and how their competitors are doing. What trends are shaping their space? What challenges are likely keeping their leadership up at night? Walking into a conversation with this insight changes everything. It shows respect. It shows preparation. And it positions you as a peer, not just a vendor. Truly Understand Their Needs Forget cookie-cutter solutions. The key to winning is und...
