Another one from my SDR days. Deals are still flowing steadily :)
Company is pretty big for our standards - abt 3,000 people - so money was never really an issue here. Added them into my lead stack thinking they were a semi-fit as they do some software related stuff but also do 3PL and agency work that wouldn't be at all a fit for our service.
Other issue was that their chain of command went: CEO, VP of Sales, VP of Sales. Usually, we see the most success when we connect w the CEO/highest marketing or sales person in the company. So, seeing that the second highest person I could go after was a VP, also suggested it might've been a bad fit.
Regardless, cold called these three a bunch and eventually one of the VPs CALLED ME BACK. This never happens! Super pleasant guy, mentioned that they were looking to expand their software side of the business so timing was perfect.
AE killed the pitch, and got INTROD OVER EMAIL to the CEO. Again, this never ever happens! Bunch of miracles. CEO got pitched a few days later and loved it; contract got sent out within a week of my setup.
But then, disaster struck: CEO's mom got sick and we got stuck in a standstill as he was attending to her at the hospital. Back and forth we went for a few weeks until it seemed as if the deal would never close. Then, lo and behold, our CRO sent over an extremely polite note today with a provision that took into account the mom's situation and deal closed a few hours later :) Team effort!
33 comments