Closing Big Accounts Through Incremental Selling

Big sales typically don’t happen overnight — momentum builds in increments.

Stuart Prentice, Senior Account Executive at Nexxen, joins me to break down how resilience in sales isn’t about grinding endlessly but about recognizing and capitalizing on small wins. We discuss the power of incremental selling and keeping deals alive through consistent engagement, adding value before contracts are signed, and strategically re-igniting stalled conversations.

If you’ve ever felt stuck in a long sales cycle, this episode will give you a new perspective on how patience, persistence, and well-timed nudges lead to big wins.

Join us as we discuss:

• [2:27] How Stu proved his value over a 3-year deal build-up

• [11:59] Maintaining momentum in the day-to-day sales grind

• [16:25] Getting out of a “sales slump” and knowing when to hit pause

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