Between 2018-2022, I closed transformation deals with 11 Fortune 500 brands. Each deal averaged $1.7M ARR, which is 161% above the company’s average booking size. My secret was using the MINTS framework... Here’s how it works: 1. (M) Mobilizer ➾ Who: Someone adept at driving consensus ➾ What: Leader motivated to enact right change ➾ When: Identify early to avoid a lengthy sales cycle ➾ Where: Key BU in the org that needs a fresh reboot ➾ Why: Will make it much easier for the deal to progress 2. (I) Insights ➾ Who: Comes from the perspective of their customers ➾ What: A big idea that seems impossible, but is achievable ➾ When: Stress tested and validated in the first POV meeting ➾ Where: Most authentic insights come from being their customer ➾ Why: Commercial insights → Compelling perspective → Big impact 3. (N) Narrative ➾ Who: Designed to equip the Mobilizer to circulate internally ➾ What: Built to read like an internal memo vs a vendor proposal ➾ When: Shared to bring your business case to life through story ➾ Where: A collaborative process that uses their words and assets ➾ Why: Will face less internal friction when it looks like their own doc 4. (T) Team ➾ Who: Experts that fill in skill gaps and elevate presence ➾ What: An account team that supports all your deal pursuits ➾ When: Identify and bring them in early to complement each deal ➾ Where: Recruit from all over the org – each account will be different ➾ Why: Reduces the burden on you as the seller and amplifies impact 5. (S) Strategy ➾ Who: You are best positioned to orchestrate the strategy ➾ What: Focused on a transformation, not a transaction ➾ When: Starts when you become their customer first ➾ Where: Be smart, but it will involve planes, trains, and automobiles ➾ Why: Turns this incredibly hard job into a fun game you get to play 🐝 -- P.S. If you think this is valuable, repost it for your network, too ♻️ Thanks!