Just a textbook fun deal for this one. Had my initial disco call with the VP of customer success and head of support in India. It was very obvious that the VP had bought software multiple times before, so he knew what info he was giving me and what it meant to me - buying process, DM, competition, stuff like that - and what information he needed from me in return. The give gets were in writing and i even pulled them up at one point in a meeting and he laughed his ass off and agreed to give me what i needed.
We beat out the competition pretty easily. Our product was way better, but he let me know that I took the time to understand his pains and how we could solve each one specifically. Offering an "executive intro meeting" was key too. I brought on my SVP to meet him and they basically gassed each other up for 30 minutes. Lastly, I had our CEO email him introing himself and all that (perks of being at a small shop).
This was on the higher end of our deal size, so i was stoked to get it closed within 60 days. got pushed from august to september at the last minute due to some redline stuff but still Q3.
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