Lead Source: Received an inbound from the Chief IT Architect of a State Government Department of Corrections requesting someone contact him to learn about services and costs and said 'we are on a short timeline.
Trigger Event: Got sued for death of inmate who was denied healthcare in the amount of $10,000,000.00 and they need to be able to securely capture and archive mobile communications on their corporate issues phones.
Pain point: Death & $10,000,000
No State Government just reaches out like this, so I did a quick google search, and I realized why there was sense of urgency
How the Deal was Won: Matched the prospect's timeline, understood need to haves and nice to haves, always ending every sentence back to the customer's goal. Gave customer 2 quotes
Quote 1) MSRP quote - $867,800.00 standard one year term.
Quote 2) Triennial quote for $1,550,000 all upfront with 1,037,000 in savings over the 3 years.
After tailored demo and transparent communication the customer went on a free POC, realized that no other vendor could do the feature they needed desperately.
Sales Cycle - 50 days*
*This is a very rare deal to have moved this quick in my industry
Realizing who I am talking to and constantly aligning and realigning to who I was talking to and a lights out job from pre sales and championing the IT Architect - They signed and gathered implementation docs throughout and did the smoothest handoff to the PM.
The money is a by product (yes we all love the dough), but the juice and the squeeze for me has and will always be the process and for the kill.
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