This is part four of a four part series where we really are digging a bit deeper into these deals, these little bigger complex deals.
Here are the areas we covered:
Gloria set the stage and gave a brief overview of this deal and how at an 85% reduction of unit cost our client was able to make more money due to how the deal was structured.
Ed discussed pivotal moments where the deal could have gone either way and what happens when the buyer has a number in their head, the seller has a number and they are far apart. Can the deal stand?
Ed explained the difference between an enterprise sale that is more complex than if you’re selling a SaaS product, the method would have been to discount. Because this was larger, it wasn’t about discounting.
Ed & Gloria discussed how the deal came alive when the outcomes were aligned to the buyer’s strategic initiatives. We also discussed at what point Ed knew that it was going to be a complex tiered pricing model.
Ed explained how he looked at the buyer from a very strategic perspective and that’s how he laid the deal up.
Ed and Gloria also discussed the time it took to land the deal and how it stalled several times, and why even though Ed knew that it was going to be tiered from the beginning, he waited to bring it up only when it was the right time.
Ed discussed how he was able to educate our client to accept the terms because it was standard operating practice for telecom companies to purchase this way and they typically don’t change.
Ed provided simple examples of how to model pricing and how he turned it into a financial conversation where he aligned our client’s solution to their strategic initiatives.
Here’s a link for the article we discussed in the interesting things in the tech space where we talked about usage pricing models for SaaS and how that works and why its all the rage…
Stay tuned next week where we share with you how to know by research when you have a perfect target prospect, and how to find more and how to start conversations with them.
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn