The video provides high-value, transparent 'behind-the-scenes' content about a complex business process, which builds authority and trust while subtly introducing the creator's product.
Summary
The creator explains the complex, multi-stage process of closing an enterprise software deal for his new startup. He details the steps taken, from initial outreach to the final legal phase, while positioning his product, Splattr, as the solution.
Structure
1Introduction to the enterprise sales process
2The initial LinkedIn outreach and first meeting
3Navigating the multi-stakeholder decision process
4The pilot phase and business case strategy
5The final legal and closing phase
6Reflecting on the timeline and success
Product placement
The creator mentions his startup's product, Splattr, as the solution being demoed and compared against existing tools during the pilot phase.
Original caption
#stitch with @Dane Korsi Forgot to mention building internal champions - we’ve also demo’d to 6 sales team members at the BDR/AE levels for feedback #techsales #entrepreneur #businessdevelopment #coldoutreach
More from @dane.korsi
Their other posts in the index, biggest breakout first.
my startup is three weeks old and we just got put into a enterprise software deal. I posted that video about two months ago and I've got a lot of questions since asking if we won that deal or not. For context, an enterprise deal is when a company is over $1 billion in annual revenue. These are not deals that you can just win in two conversations. The industry standard would say an enterprise deal is gonna take between 6 - 24 months for you to go from first message to closing the deal. So let's go through what's happened so far. This whole conversation kicked off from a LinkedIn DM that I sent to their CRO. We had a meeting and to this day it was still my favourite demo we've ever had. It was at the end of the day, 4:30 start was supposed to just go till 5, we ended up talking till 7:00 PM. One of those conversations where our personalities just clicked, right? I have two pages of notes just on his background, his personality, his family, things of that nature. I also opened up and went through my story and why I would start a company in the sales tech space even though thousands of these tools have come out in the last three years. And we went through just shared frustrations on how hard it is to book a meeting with somebody that you've never met before. After that conversation the next step was for him to introduce me to their CEO. Because I had spent two and a half hours talking to their CRO, I had a very very tight story for their CEO because I already knew a lot about him and what he's going through. After that discussion there are two more sales VP's that we had to meet until we covered basically the four people who are gonna be involved in making this decision. VP number three we spent an hour with and that was a very fun conversation, turns out that she actually has a daughter who is a BDR at their company. Cool about that is now we've realised that there's personal emotions tied to this decision. Her daughter, she said, works very very hard, she's a BDR, all she does is work her ass off on the phones but has a ton of time struggling trying to figure out who she should call, what she should say and how she can book meetings. Now we're 3 for 3 but we still gotta go 4 for 4 and our next meeting is next week. The last remaining sales VP actually has an on-site next week with all of the sales directors who report into him where we're gonna be brought in to demo to that entire group and so this will cover all of the people who sit over the BDR's who would ultimately be our end user. Assuming we nail that we will go into a pilot phase. The pilot phase is essentially where we set up a bunch of their BDR's with a free trial for a week and we come in with an anonymous survey so we can ask how happy they are with their current tools, gather some metrics about how they're using it, what their efficiency rates are so that at the end of the week we can compare it to Splattr. Now on the bright side we know exactly what tools they're using today and we already know our metrics are gonna be ridiculously good. From all of that we would put together a formal business case which is basically here's exactly what's gonna happen when you switch to Splattr. Efficiency gains, return on investment, cost of if they don't change anything, direct quotes from their team, all of that's gonna be on this and it's gonna go straight back to the four people we talked about plus their CFO and after all of that is said and done and we've won all kinds of hearts and minds then we get into the very fun one to two months of legal discussions, digging into compliance, data security, poking around for any more discounts and we just get to enjoy spending money on lawyers. Once all of that is taken care of then we can go close the deal which if you're not in enterprise sales that sounds like a crazy complicated process but for a deal of this size that actually is very very quick. And so what's wild is there is actually a real possibility that we go from the day we launched our software tool to closing our first enterprise customer in seven months.
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