Deal Story

elefanz closed f500 pharma company for $600k

first time hitting quota in 2 years!

closed a 600K deal in 6 months.


previous successful quotas came from a good mix of 10-15K, 50-60K and two 200K+ deals.


this might be the biggest leap i had for a very long time.


a little background - our consulting firm was a newly incorporated one and in the last 2 years, has only brought in 10 - 30K deals. our gm, who was a consultant rather than sales, couldn't really sell in the first place.


hired in March - our first step was to design a "game plan" even before i understood the market. the resulting goals focused heavily on historical deal achievements, aka 20 to 30 deals of the average 18K deals.


dilemma i faced:

1) accept the gm's pov at face value and chase circles.

2) ditch the game plan and truly hunt.


limitations i faced:

- product knowledge (virtually zero - it was just a few sample cases that are unique to each consulting client)

- marketing (despite being in a consulting firm, felt like our marketing materials were so 2000s.)


because we are not selling a standardized solution, it was rather challenging to build programmatic campaigns, even with A/B/C testing, at average open rates of 70+% , the reply or interest rate stagnate at <5%


that was when i decided, i had to ditch the goal of 20-30 deals and close at maybe 2 to 5 deals, and it seemed that my gut was right that our ICP was misconstrued - the so called low hanging fruits were far from low and instead complicate the deal cycle - too many did not succeed to closure.


with a deal cycle that is as annoying as large clients, why the hell would I aim for "low hanging fruits"?


i end up closing this year with 1 35K, 1 50K and 1 600K with a 1.8m pipe for '24H1.


To imagine myself as my own head of sales, i am just thinking that I would be friggin scared to hire someone like myself, what if this 600K was a miss.


Comments!!




33
SportsSalesGuy
Tycoon
3
Enterprise Account Executive
Congrats! @elefanz
HVACexpert
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sales engineer
Congrats!
Diablo
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Sr. AE
Congrats! @elefanz
antiASKHOLE
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2
Bravado's Resident AssHole
Congrats
Sunbunny31
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2
Sr Sales Executive ๐Ÿฐ
Congratulations all the way around. Nice deal!
Kosta_Konfucius
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2
Sales Rep
Letโ€™s go!!
CadenceCombat
Tycoon
2
Account Executive
Big win!
Maximas
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2
Senior Sales Executive
Congrats
2
Retired Sales Professional
Congrats! @elefanz
Pachacuti
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They call me Daddy, Sales Daddy
Grats!!
Wellss
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2
Channel sales
congrats!!
Fenderbaum
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Retired Choirboy๐Ÿช•
Congrats!
jefe
Arsonist
2
๐Ÿ
Congrats all round!!
lowhangersalesbanger
Executive
2
Director of Sales
Congrats! @elefanz
ApocalyBoom
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2
Account Executive
Congrats! @elefanz
pirate
Big Shot
1
๐Ÿฆœโ˜ ๏ธ Account Executive
Congratulations that's amazing
elefanz
Valued Contributor
1
manager, bd
thanks buddy!
sugardaddy
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Head of Sales
Congrats! @elefanz
HappyGilmore
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Account Executive
Congrats! @elefanz
SoccerandSales
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Account Executive
Congrats! @elefanz
CuriousFox
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๐ŸฆŠ
Congrats
wolfofmiami
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๐Ÿบ
Congrats! @elefanz
sellingsellssold
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SDR
Congrats
GDO
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BDM
Congrats!!
lowhangersalesbanger
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Director of Sales
Congrats! @elefanz
Beans
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Enterprise Account Executive
Congrats!
alonzoharris
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Partner Manager
Congrats!!!
Cyberjarre
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BDR
Congrats! @elefanz
AnchorPoint
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Business Coach
Congrats! @elefanz
1
Sales rep
Congrats! @elefanz
elefanz
Valued Contributor
0
manager, bd
this has been a nerve wrecking journey.
i have been giving it good thoughts to move out of this firm and even out of enterprise sales if i cannot moderate the amount of stress i get from this.
With this relief, I feel so tired and i could sleep for a week and cry in my sleep at the efforts that were for naught while going through all the wrong turns of the original account plan.
Who can relate?
21
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