SADSAAS closed Law Firm for $50k to the Marketing department

Long sale cycle but they all are in the legal industry. You have to gain consensus from a lot of different partners because - typically - there is not just one CEO who can make a decision for the company.

Sent a cold email to the marketing department and happened to reach the right person at the right time. We built a relationship and spent many of our first calls just chatting about the industry and other broad topics. The whole marketing team really liked our product and then we set up demos with individuals along the way. Once we built a strong team of champions, we presented our products three different times in front of three different committees.

Few things I learned in this:

1) Unproductive meetings just chatting - are not always unproductive.

2) Patience is key - We knew this was going to be a long journey and never tried to force something into a quarter with a massive discount

3) Know your audience - everyone buys for different reasons and we had to adjust our demo and pitch according to what mattered to each committee