How to Close $1M+ Deals in Tech Sales with Ben Lanciano (Part 2)

Ben Lanciano is a Principal Account Executive at Chainguard and a 5x President's Club winner who's built a $1.5M+ career in tech sales. In this bonus part 2, back by popular demand, Ben breaks down the real difference between closing $50K commercial deals and $500K+ strategic enterprise deals: deal velocity, using the channel as a force multiplier, and the "it's not I, it's we" team-selling mindset that separates the top 1%. He walks through the $100K non-profit deal he fought internally to close, the ~$3M team deal that nearly hit his entire annual quota, and the resilience it takes to push a strategic deal across the line when you're getting knocked back a hundred times. You also get a behind-the-scenes look at a day in the life with Caelah and Gabe on the way into the city. If you're trying to break into tech sales or level up from commercial to strategic AE, this one's a masterclass.