This is one of big customers, the thing is I've been closing standalone deals with them since 2019. This one I closed in late March. I had engaged with my usual champion, and he said something like "we need something quick and not too expensive, just for my leadership team. Can you do that?". I said yes, but to be honest my process is a bit longer and my product was training in that particular opportunity, so I needed it to be more than just 5 people (him + his 4 leaders). I prepared a presentation that had 2 options bundled and a separate one. The bundle was a workshop for the leadership team + 2 FREE webinars for the entire sales org and a 2 month training program for 20 people (just team leaders and managers). The other option (standalone) was just the workshop, no training program nor free anything. The workshop cost was higher, and I explained that the only way I could do it cheaper is if I could re-use some of the materials we would use with his team, plus that would be a fantastic way to translate and deliver the findings of the leadership team down into the 1st line manager team.
He bought it, and I closed my 2nd deal with them this year. I'm almost done with the program and I'm already trying to get the next one lined up!
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