Welcome back to sales domination!
We’re starting a new series of posts today.
One thing I’ve realised is we see a lot of talk from sales twitter (Xer?) about deals being closed and what to do/not do, but no one is breaking down real deals step by step. So that’s what we’re going to do.
In each post we’re going to break down a deal from first outreach to signed contract.
Each of these are going to be split into SMB, MM, and ENT so that you can learn how real SaaS deals are signed and the relationship between deal size, company size, and sales cycle.
Every email is only changed to remove names and companies/identifying information, everything else is left untouched, mistakes and all.
Let’s get into it.
As some of you know I work for a startup where I run sales for a regional office and do deals with any size company from the smallest business to largest enterprise. So we will look at all levels.
We’re going to start with an SMB deal that I signed earlier this year. This one will show you that in SMB or transactional sales, your friend is speed. Get out of your own way and get the deal signed.
We will be showing difficult deals in the future, but are going to start with the easiest you will get, this is proof that if you do your numbers, sales will come.
Details:
ACV (Annual Contract Value): USD:$4050
Contract Length: 12 months
Velocity (Time from first AE contact to close): 3 days
Prospect Seniority: Director
Vertical: Healthtech
Employees: 50
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