Robert Hemeryck – An 8 Figure Security Deal, Cash & Prizes, and Closed Door Decisions

This is a special 2 part podcast with Robert Hemeryck.

Find out what makes Robert different from other high tech sales reps. Robert has been in sales since 1996 and has consistently been a top producer. His current role is an Enterprise Security Sales Specialist at Oracle.

Highlights of this conversation include:

  • An 8 figure deal & 2 year sales cycle
  • The advice to his younger self
  • What you can do to differentiate yourself

In this conversation, Robert goes into detail about one of the largest deals he closed, which also happens to be one of the largest security deals at Oracle. With 20+ years of experience, Robert is working in strategic accounts with long sales cycles and dealing with multiple decision makers, all with their own agenda.

Robert also shares some practical strategies including:

  • How to ask hard questions
  • Heat mapping to find influencers
  • Dealing with frustration

If you only have five minutes, this is a must hear:

*[15:00] What Rob does differently

Listen to it on iTunes. 

Stream by clicking here.

Download as an MP3 by right-clicking here and choosing “save as.”

  • QUESTION(S) OF THE DAY: What was your favorite quote or lesson from this episode? Please let me know in the comments.
  • Scroll down for show notes…

I hope you enjoy the podcast. I would love to hear your thoughts, so please leave a comment!

Don’t forget to subscribe and share 😉

Happy Selling,

Arlina Allen

Recommendations:

SPIN Training

Solution Selling

The Challenger Sale

Procurement Training

Discover.org

Show notes:

[1:55] Details of a huge complex deal – 8 figure license deal

[4:05] Dealing with frustration

[6:35] Changing scope of deal vs gaining buy off

[8:20] Deal tipping points

[9:45] Closed door decisions

[11:00] Changing landscape of security

[11:30] Celebrating the win

*[15:00] What Rob does differently

[16:00] Heat mapping exercise

[24:30] What he wishes he knew in the beginning

[25:30] Qualifying questions Rob uses

[30:00] Understanding customer’s goals

[32:00] Identifying & utilizing org chart

 

 

 

 

 

 

 

 

About Arlina Allen 23 Articles
Silicon Valley Native, Sales Professional, Blogger & Podcaster

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