When I first started selling software, I would hear about massive deals closing. I always wondered who sold these mega deals, how they actually got done.
Not long ago, I sat down with Brad Harmon, who recently closed a $75M deal and finished AE of the Year at Oracle.
Brad rose the ranks of software from BDR to Strategic Seller, and has earned 7 figures multiple years. He’s also extremely consistent, hitting quota 14 of 15 years in his career.
Brad joined me for a Fireside Chat and broke down exactly how that $75M deal came together, step by step.
He walked through: • How he quarterbacked this massive deal without losing control • Why over-communicating internally became his secret weapon • How to use mutual action plans to create joint accountability with customers • How to ask for “unnatural acts” without damaging trust • How to manage immense pressure when your deal has so much visibility with execs. •How he detaches his self-worth from his quota • Why being a “good person” and caring about his customers is his superpower
Brad’s journey is the blueprint every AE dreams about – becoming AE of the Year at one of the largest companies in the world while making truly life-changing money.
If you want to see what it actually takes to get there, this conversation will light a fire in you.
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