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Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career
Drop the run-rate mentality and start closing Mega Deals. Selling a Mega Deal—a deal of uncommonly large size and complexity—is the crowning achievement of any enterprise seller. Yet there are precious few who have achieved such a feat, and those who have done it tend to guard the keys to their success as well-kept secrets. Jamal Reimer is a senior enterprise seller and has been a top-1-percent performer at one of the largest software as a service (SaaS) companies in the world. He has closed multiple deals over $50 million. In this book, Reimer shares the methods, strategies, tactics, and tools that he and other Mega Dealers use to bring in massive enterprise deals. In Mega Deal Secrets, Reimer teaches all the components of a truly dialed-in sales cycle in the modern selling Reimer walks you through every step of the Mega Deal process—from selecting the right candidate account to getting your contract signed by whatever deadline you set. Along the way, you’ll follow the journey of how he put together the biggest pitch of his career, stood his ground with the most intimidating executive he’s ever met, and, ultimately, closed his first Mega Deal.
234 pages, Paperback
Published November 15, 2021
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Displaying 1 - 14 of 14 reviews
March 31, 2025
Buka percakapan dengan Insight yang kuat – bukan dengan presentasi produk atau fitur.
Gunakan bahasa dan cara berpikir yang setara dengan eksekutif – bukan jargon teknis atau pitch hard-sell.
Buat percakapan dua arah – biarkan mereka ikut “membangun” solusi bersamamu
Apa itu Mega Deal Premise?
Untuk bisa menjual Mega Deal, kamu harus punya premis yang kuat, yaitu:
Core Imperative
➤ Sasaran utama perusahaan, biasanya jadi fokus para eksekutif.
Contoh: Menurunkan risiko, meningkatkan pendapatan, atau transformasi digital besar-besaran.
C-Level Insight
➤ Sebuah wawasan penting yang membuka mata C-level tentang hambatan atau potensi tersembunyi yang belum mereka sadari, dan berkaitan langsung dengan Core Imperative.
Distinctive Value Proposition
➤ Alasan unik kenapa hanya solusi kita yang mampu menyelesaikan masalah itu secara efektif, dan lebih unggul dari opsi lain.
Strategi dan prinsip penting dalam pertemuan ini:
Tampilkan hasil POC dengan konteks bisnis, bukan teknis.
Fokus pada impact, misalnya: berapa banyak waktu yang dihemat, berapa potensi denda yang berhasil dihindari, atau peningkatan kecepatan proses.
Bicara dengan bahasa eksekutif.
Jangan terjebak dalam presentasi produk. Tunjukkan bagaimana solusi ini bisa mengangkat performa bisnis atau menyelesaikan masalah strategis yang sedang mendesak.
Libatkan tokoh berpengaruh dari tim internal kamu.
Misalnya: VP, Direktur, atau ahli teknis yang bisa menjawab keberatan dan menunjukkan kredibilitas tim kamu. Ini disebut sebagai Executive Whispering — strategi menghadirkan rekan satu level (atau lebih tinggi) dari sisi kita untuk berbicara dengan setara kepada eksekutif di sisi klien.
Gunakan Champion Internal
Temukan satu atau dua orang internal yang sudah percaya dan bisa menjadi suara kamu di balik layar. Mereka bisa membantu:
Membujuk stakeholder lain,
Memberi tahu dinamika internal,
Menjadi penyambung strategi kamu tanpa harus kamu hadir.
Pertarungan terakhir bukan soal logika, tapi ketahanan mental dan strategi.
Procurement akan mencoba menekanmu dengan taktik standar. Jangan baper.
Yang membedakan Mega Deal closer dari sales biasa adalah: mereka tahu kapan harus kompromi dan kapan harus berdiri tegak.
nilah yang kamu alami setelah menjadi “Mega Dealer”:
1. Kamu keluar dari permainan sales biasa.
➤ Kamu tidak lagi sekadar memburu kuota bulanan.
➤ Kamu akan dianggap sebagai strategic partner — baik oleh tim internal maupun klien.
2. Pendapatanmu bisa melonjak drastis.
Mega Deal artinya komisi besar. Satu kesepakatan bisa bernilai sama seperti 10–20 transaksi biasa.
3. Kamu mendapatkan kredibilitas internal.
VP, direktur, bahkan CEO perusahaanmu akan mengenal namamu karena kamu berhasil mencetak “gol besar.”
4. Kamu membuka jalan untuk deal besar lainnya.
Klien puas → testimoni → referensi → peluang baru di industri yang sama.
🧠 Tapi ingat: Mega Deal bukan hanya tentang uang
Jamal menekankan bahwa esensi utama menjadi Mega Dealer adalah tentang dampak.
Kamu bukan sekadar menjual produk, tapi:
Menyelesaikan masalah strategis perusahaan besar,
Menjadi katalis perubahan besar di organisasi klien,
Dan menciptakan kerja sama jangka panjang yang saling menguntungkan.
💬 Kutipan penutup yang kuat:
“When you sell a Mega Deal, the impact is felt across departments, continents, and careers — including your own.”
(Saat kamu menutup Mega Deal, dampaknya terasa lintas divisi, benua, dan karier — termasuk kariermu sendiri.)
💡 Inti dari epilog ini:
Menjadi Mega Dealer bukan tujuan akhir, tapi awal dari level permainan baru.
Yang kamu bangun bukan hanya reputasi, tapi legasi dalam dunia sales dan bisnis.
Kalau kamu mau, aku bisa bantu simpulkan seluruh buku ini dalam satu slide presentasi atau peta konsep. Mau aku bantu buatkan?
Gunakan bahasa dan cara berpikir yang setara dengan eksekutif – bukan jargon teknis atau pitch hard-sell.
Buat percakapan dua arah – biarkan mereka ikut “membangun” solusi bersamamu
Apa itu Mega Deal Premise?
Untuk bisa menjual Mega Deal, kamu harus punya premis yang kuat, yaitu:
Core Imperative
➤ Sasaran utama perusahaan, biasanya jadi fokus para eksekutif.
Contoh: Menurunkan risiko, meningkatkan pendapatan, atau transformasi digital besar-besaran.
C-Level Insight
➤ Sebuah wawasan penting yang membuka mata C-level tentang hambatan atau potensi tersembunyi yang belum mereka sadari, dan berkaitan langsung dengan Core Imperative.
Distinctive Value Proposition
➤ Alasan unik kenapa hanya solusi kita yang mampu menyelesaikan masalah itu secara efektif, dan lebih unggul dari opsi lain.
Strategi dan prinsip penting dalam pertemuan ini:
Tampilkan hasil POC dengan konteks bisnis, bukan teknis.
Fokus pada impact, misalnya: berapa banyak waktu yang dihemat, berapa potensi denda yang berhasil dihindari, atau peningkatan kecepatan proses.
Bicara dengan bahasa eksekutif.
Jangan terjebak dalam presentasi produk. Tunjukkan bagaimana solusi ini bisa mengangkat performa bisnis atau menyelesaikan masalah strategis yang sedang mendesak.
Libatkan tokoh berpengaruh dari tim internal kamu.
Misalnya: VP, Direktur, atau ahli teknis yang bisa menjawab keberatan dan menunjukkan kredibilitas tim kamu. Ini disebut sebagai Executive Whispering — strategi menghadirkan rekan satu level (atau lebih tinggi) dari sisi kita untuk berbicara dengan setara kepada eksekutif di sisi klien.
Gunakan Champion Internal
Temukan satu atau dua orang internal yang sudah percaya dan bisa menjadi suara kamu di balik layar. Mereka bisa membantu:
Membujuk stakeholder lain,
Memberi tahu dinamika internal,
Menjadi penyambung strategi kamu tanpa harus kamu hadir.
Pertarungan terakhir bukan soal logika, tapi ketahanan mental dan strategi.
Procurement akan mencoba menekanmu dengan taktik standar. Jangan baper.
Yang membedakan Mega Deal closer dari sales biasa adalah: mereka tahu kapan harus kompromi dan kapan harus berdiri tegak.
nilah yang kamu alami setelah menjadi “Mega Dealer”:
1. Kamu keluar dari permainan sales biasa.
➤ Kamu tidak lagi sekadar memburu kuota bulanan.
➤ Kamu akan dianggap sebagai strategic partner — baik oleh tim internal maupun klien.
2. Pendapatanmu bisa melonjak drastis.
Mega Deal artinya komisi besar. Satu kesepakatan bisa bernilai sama seperti 10–20 transaksi biasa.
3. Kamu mendapatkan kredibilitas internal.
VP, direktur, bahkan CEO perusahaanmu akan mengenal namamu karena kamu berhasil mencetak “gol besar.”
4. Kamu membuka jalan untuk deal besar lainnya.
Klien puas → testimoni → referensi → peluang baru di industri yang sama.
🧠 Tapi ingat: Mega Deal bukan hanya tentang uang
Jamal menekankan bahwa esensi utama menjadi Mega Dealer adalah tentang dampak.
Kamu bukan sekadar menjual produk, tapi:
Menyelesaikan masalah strategis perusahaan besar,
Menjadi katalis perubahan besar di organisasi klien,
Dan menciptakan kerja sama jangka panjang yang saling menguntungkan.
💬 Kutipan penutup yang kuat:
“When you sell a Mega Deal, the impact is felt across departments, continents, and careers — including your own.”
(Saat kamu menutup Mega Deal, dampaknya terasa lintas divisi, benua, dan karier — termasuk kariermu sendiri.)
💡 Inti dari epilog ini:
Menjadi Mega Dealer bukan tujuan akhir, tapi awal dari level permainan baru.
Yang kamu bangun bukan hanya reputasi, tapi legasi dalam dunia sales dan bisnis.
Kalau kamu mau, aku bisa bantu simpulkan seluruh buku ini dalam satu slide presentasi atau peta konsep. Mau aku bantu buatkan?
January 13, 2024
A good quick read for enterprise sellers and an entertaining story through Jamal’s first mega deal. While not every aspect of his experience will translate at the core of what you will get in this book are the principles that any seller can focus on the drive deals across the finish line that will help them reach their goals.
This isn’t a here is what to say and how to say it book this is a much more about the high level strategies to take starting with making sure that you are targeting the right accounts and you are understanding your customers, their goals, their problems, and the pain those problems are creating.
Experienced sellers should definitely read this (you can knock it out in a few solid hours over a week) as you can pull out a good check list to use on any existing deals and you will inevitably see where you might be missing some key aspects or ideas for how to increase your deal sizes and deal velocity.
Nothing in this is especially complicated but that doesn’t mean that making mega deals is easy. Simple NOT easy. And nothing about this is about working less. If you want big deals to happen your going to have to roll up your sleeves and do the work. something that I think makes the message of this book refreshing to hear when everyone else wants to tell you how easy it will be once you adopt their paradigm.
If you want big rewards you have to embrace the suck but Jamal’s laid it out for you. The rest is putting the principles into practice.
This isn’t a here is what to say and how to say it book this is a much more about the high level strategies to take starting with making sure that you are targeting the right accounts and you are understanding your customers, their goals, their problems, and the pain those problems are creating.
Experienced sellers should definitely read this (you can knock it out in a few solid hours over a week) as you can pull out a good check list to use on any existing deals and you will inevitably see where you might be missing some key aspects or ideas for how to increase your deal sizes and deal velocity.
Nothing in this is especially complicated but that doesn’t mean that making mega deals is easy. Simple NOT easy. And nothing about this is about working less. If you want big deals to happen your going to have to roll up your sleeves and do the work. something that I think makes the message of this book refreshing to hear when everyone else wants to tell you how easy it will be once you adopt their paradigm.
If you want big rewards you have to embrace the suck but Jamal’s laid it out for you. The rest is putting the principles into practice.
March 6, 2025
For B+/A- players who want to be strong A players on a big stage. For those who have a strong foundation and have the wherewithal to consciously move past the land of the ordinary. For those called to be more, who wish to do something remarkable. Jamal did an outstanding job here. Few write for top performers, I appreciate his contribution to help guide successful folks into the land of even bigger, and more impactful successes. Few want to share their tips, oftentimes it’s tough going without a mentor and he opens it up without secrecy to illuminate the intuitive, inner workings of the highly strategic sale.
December 10, 2024
It's just a sales book with an exaggerated title. If you have a few years of experience in selling, you will understand that all of the topics and tips the author talks about them is related to all kind of b2b selling not mega deals!
The author talks about everything idealistically when in reality this is not the case and you have a lot of unexpected challenges.
The author talks about everything idealistically when in reality this is not the case and you have a lot of unexpected challenges.
January 1, 2023
Eye opener on the simple steps required to work mega deals
Clear and actionable
Concise
Blended a real example with templated takeaways
Great humor and insight into the personal development journey
Clear and actionable
Concise
Blended a real example with templated takeaways
Great humor and insight into the personal development journey
January 19, 2025
Excellent
Great book. Keeps you engaged from the start and shows how to do it from a real world perspective and just the normal theory. Definitely worth the read and I recommend it
Great book. Keeps you engaged from the start and shows how to do it from a real world perspective and just the normal theory. Definitely worth the read and I recommend it
July 25, 2025
The author walks us through a $50M dollar deal and the strategies he took to close it. Main thermoses are to engage your ecosystem, get high and sell on value with data to back it up. Was a good read!
June 10, 2022
must read for any sellers
Great enterprise sales book from someone who has done it. Thank you Jamal, keep up the great work, hope more people would follow your lead
Great enterprise sales book from someone who has done it. Thank you Jamal, keep up the great work, hope more people would follow your lead
June 26, 2022
Thank you Jamal! It was lovely reading your experience, hope to learn and implement these concepts.
September 19, 2022
A dramatic and suspenseful story with well-structured lessons in every chapter. Highly recommend for anyone working highly complex, high-value enterprise sales.
December 17, 2024
great read, good story and easy to follow.
March 29, 2025
Best sales book I’ve read in a long time
December 24, 2025
Solid ideas on how to drive large opportunities by proving value through a POC, but would have been stronger if Jamal had decided to use real company names.
September 16, 2023
A very interesting framework with enough tools to build a solid Mega Deal premise and understand the parallels with the land and expand approach. Most of the analysis and methods can also be used in other go to market strategies, will definetly reccomended. Plus the story is quite entertaining.
Displaying 1 - 14 of 14 reviews