The War Room
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Deal Story

1nbatopshotfan closed a deal for $256k to the IT, AI/ML Team departments

The was part renewal and part upsell. Dealt with their head of AI/ML who was a tough sale. He wanted products and features that don’t exist outside of movies and tv shows. We had to ground him in what was actually possible and bring him around. Took all 12 months of the bake off to do that and he resigned and upgraded. Renewal took their chunk, the first 100k, everything else was my upsell. Provided a secure platform that won after a 12 month paid bake-off. Currently houses 2k users and adding more rapidly. Next renewal discussions are underway and we are looking forward to doubling this number mid year next year.

22
CuriousFox
WR Officer
+12
Senior Account Executive
Well hot damn! Nice win πŸ₯‚
Incognito
WR Officer
+11
Master of Disaster
Get that $$$$$
sugardaddy
Politicker
+9
Head Of Sales
There we go!Β 
GrizzleMcThornBody
Politicker
+10
EVP - RevOps
Whoa nice deal good job!
VM
VMafia
Contributor
+2
Account Executive
Huge win! What do you think worked so well to help uplift 150%?
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
The main thing was helping them realize the size of the problem they are solving for versus what they thought they needed to solve for. We worked hard on IT to plug gaps in security and they realized the risk of not upsizing and adding users.Β 
VM
VMafia
Contributor
+2
Account Executive
Love this strategy. Glad to hear it paid off so well in your favor.
ragnarlothbrok
Politicker
+7
Key account manager
boom! cha chingΒ 
se
sellingsellssold
Politicker
+7
SDR
Congrats! @1nbatopshotfan
cw95
Politicker
+6
Pricing Executive
Sounds good, congrats!
OpalTiddyChurger
Arsonist
+10
Funbags Enthusiast
You're my boy blue!
Jamiroquai
Opinionated
+6
Chief Check-in Officer
That's hot stuff. I met my girlfriends cousin recently who turned out to be the Global Head of Data & Analytics for GSK.



When he found out I worked in conversational AI, he was such a dismissive wank about AI and his technical prowess so I can online imagine what it was like dealing with another one.
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
He’s a know it all. It was very frustrating to be honest.
Jamiroquai
Opinionated
+6
Chief Check-in Officer
Seems like everyone's a know it all in AI until the meet the next personΒ 
Show 1 more replies
jefe
Politicker
+8
Sales Director
Well played, and congrats!

What kind of knowledge about the space do you have to display to speak meaningfully to these types of people?

Did you come into this with an AI or ML background?
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
Honestly it didn’t matter. This person was a know it all who would cut off our researchers during a call we had set up for him. Very much wanted to be seen as the expert so we just kind of ignored his worst impulses and focused on value through securityΒ 
jefe
Politicker
+8
Sales Director
People LOVE to demonstrate their own (perceived) superiority. Such a pain in the ass, but when it closes it's worth it.
looper1010
Celebrated Contributor
+13
Account Executive
Nice job!
barney2021
Big Shot
+7
Account Executive
Whooo
LanceDollarz
Opinionated
+3
CEO
Congrats! @1nbatopshotfan
privateryan
Politicker
+8
Director of Sales
Congrats! @1nbatopshotfan
Swand
Politicker
+2
BDR
Congrats! @1nbatopshotfan
KingShopper
Catalyst
+5
JF NegΓ³cios Online
Congrats! @1nbatopshotfan
PaleMoon
Good Citizen
BDR
Congrats! @1nbatopshotfan
Jesterlord
Politicker
+4
BDR
Congrats! @1nbatopshotfan
Diablo
Politicker
+7
Sales
Congrats! @1nbatopshotfan
20
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+16