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CHRISTOPHER ENGMANINVESTOR AND CRO/CMO CLIMEON, FOUNDER AND EX CEO VENDEMORE,
MEGA DEAL NERD
Social sellingfor Mega Deals
• Investor and CRO/CMO Climeon
• Founder and ex CEO Vendemore
• Founder and ex CRO/CMO Taxisystem
• Founder and ex CEO Retain24
• Investor and/or board member– Proofanalytics.ai (USA)
– Triggerbee.com (Swe)
– Musqot.com (Swe)
– Adrapid.com (Swe)
– Pitchbud.com (Swe)
– Inflammationlab.com (Swe)
– Sonetel.com (Swe)
• Writing the book Mega Deals
INVESTOR AND ENTREPRENEUR
Christopher Engman
INDUSTRIAL WASTE HEAT + GEOTHERMAL HEAT
Around the boiling point
Hot Water
Cold Water
Clean Electricity
The waste heat from one steel plant covers the electricity for 30.000 villas
31% of all electricity needed in the world can be covered by waste heat
Christopher Engman
EXISTING REVENUE
POTENTIAL REVENUE
TWINS
SALES RESOURCES
GENERAL B2B MARKETING
The accounts with 80% of the current and expected revenue
$
Top 20 Next 75 Next 100
Clients
80/20 OR 80/5 OR EVEN AS EXTREME AS 80/1?Christopher Engman
95 TOP PRIORITY ACCOUNTS (57 SOLD TO OR ONGOING DISCUSSIONS, POTENTIAL +21 BSEK, AVERAGE +350 MSEK PER ACCOUNT)
THE MEGA DEAL FRAMEWORK
Mega deal maximization = Impact x Corporate goal alignment x Consensus + Career person
Risk x Management time
Christopher Engman
AGENDA
1. Beeswarming
2. Content
3. LinkedIn-profile
4. Booking meetings
5. Summary
Christopher Engman
Beeswarming
BEESWARMING VIA LINKEDINChristopher Engman
Content
WORTH KNOWING…
• Branson has more followers than Virgin
• Bill Gates has more followers than Microsoft
• Team pictures vs the stars?
• 14 persons within Climeon are writing and appear on stage and in videos:- How a vessel will be powered 2050?
- How the biggest deals in the world are financed?
- The top 10 steel industry thought leaders
- How will the energy mix look like when we have gone from brown to green?
Christopher Engman
WRITING ARTICLES AND POSTS Christopher Engman
BLOG POSTS
CONFLICT
INVOLVE OTHERS
FUTURE
MYTH BUSTING
“TEACHING”
MYTH BUSTING / “CONFLICTS”
Christopher Engman
SIMPLE POSTS: START A DISCUSSION AND INVITE (AROUND A TOPIC YOU ARE INTERESTED IN AND NOTNECESSARILY AN EXPERT)
Christopher Engman
SIMPLE POST: SHARE AND GIVE YOUR POV ABOUT SOMEONE ELSE’S CONTENT
Christopher Engman
SIMPLE POST: CORE VALUE POSTS (CLIENTS AND STAFF)
Christopher Engman
Heat Power
CementRenewable energy
Globalwarming
CSR
Top cement companies
Your core business
?
?
?
?
?
LinkedIn profile
Meeting key contacts (ideal customer)
BEESWARMING VIA LINKEDINChristopher Engman
MEETING GENERATION WITH KEY CONTACTS, 1,5 HOURS PER WEEK
Mon Tues Wed Thurs Fri
x
Christopher Engman
LETTERS, EMAILS AND INMAILSSubject: Calpine, productivity drops in geothermal sources?
Hi Charlie. I hope all is great.
Congratulation on the sale of the Mankato Plant!
An issue we work on related to geothermal power plants is that the sources may drop in productivity
over time. Sometimes this leads to penalties for the owner/operator due to failing to reach targets.
Climeon has won the WWF Climate Solver Award, has clients on a worldwide basis and one of the
specialties is the bottoming cycle for geothermal plants.
Who in your organization would be the best fit for a discussion related to geothermal plant productivity
drops? Is that you or someone else? I wish 15 minutes on the phone to see if this is something we
should explore more.
Regards, XXX
Christopher Engman
Christopher Engman
SOCIAL SELLING FOR MEGA DEALS SUMMARY
- Focus on the top existing and new customers (max 100)
- Beeswarm staff at the top customers (visit LinkedIn-profiles)
- Create own content based on the content flower (Bond vs Aston Martin)
- LinkedIn-profile for customers NOT potential employers
Christopher Engman
NOT COVERED TODAY- Deeper insights into the details of the Mega Deal framework
- Social selling 2.0 for Mega Deals (type of content, how to engage
several hundred individuals in an account etc)
- How to organize both sales and marketing for Mega Deals
- The teamplay around a Mega Deal (selling as a team)
- Financing of Mega Deals (including how to move money, states,
banks, bonds)
- Account Based Marketing
- Political lobbying
- KPIs for Mega Deals (Sales and Marketing KPIs)
- Descriptions of 20+ multi billion dollar deals
Christopher Engman
CONTENT- https://www.linkedin.com/pulse/did-your-ma-crash-here-most-overlooked-part-christopher-engman- Mega
Deals and M&A
- https://www.linkedin.com/pulse/can-we-turn-global-warming-around-how-christopher-engman- How to turn
global warming around
- www.megadeals.org Mega Deal book site
- https://www.linkedin.com/pulse/artificial-intelligence-companies-doing-large-deals-sales-engman- Mega Deals
and AI
- https://www.linkedin.com/pulse/myth-57-purchase-decision-complete-before-customer-calls-engman- Myth
busting the 57%
- https://www.linkedin.com/pulse/social-selling-b2b-companies-doing-large-deals-engman- Social selling for
Mega Deals
- https://www.linkedin.com/hp/update/6271101771964387328 Mega Deal article
- https://www.linkedin.com/hp/update/6270121549039312896 Mega Deal podcast Brian Burns and C Engman
- https://www.linkedin.com/hp/update/6261204019713236992 ABM Interview (US magazine)
- https://www.inc.com/justin-bariso/do-you-want-to-be-an-entrepreneur-read-this-first.html Article and video on
entrepreneurship
- https://www.linkedin.com/hp/update/6260907037769678849 Mega Deal podcast with James Carbary and C
Engman
Christopher Engman, investor, CRO/CMO Climeon www.climeon.com Founder and ex CEO Vendemore, one of the global leaders in ABM www.vendemore.com Author of the book Mega Deals www.megadeals.orgLinkedIn: www.linkedin.com/christopherengmanTwitter: @[email protected]
