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.