spiverson closed Software Company in the Healthcare Space for $440k to the all departments department

I think the biggest thing that I've learned in my relatively young sales career (~4 years of experience being an AE) is that it is always possible to turn a "no" into a "yes."

Sometimes you can't control timing, your point of contact, or where the company is in terms of their sophistication as it relates to being able to implement your product.

But if you keep at it, keep finding new people to pitch to, and find reasons to stay in touch, things can turn around.

This deal is over 1.5 years in the making and during the initial evaluation we got turned down.

Fast forward a few months, we settled for a small pilot. After a year in a successful pilot, this company went with a full-company rollout on a two-year commitment, nearly quadrupling their spend with us.

Deal Context

• My company: SaaS provider in the learning space
• Buying company: SaaS provider in the healthcare space
• Lead source: cold outreach
• # of stakeholders directly involved (buyer's side): 6
• POC: VP of Learning
• Exec Sponsor: CHRO
• Signer: CFO