Champify reposted this
We won our biggest deal in company history – more than 4x larger than our average contract value – from a referral we never asked for. Here's why being a true consultant in sales deals matters: It started with an intro call with a prospect. Our AE was extremely well prepared, mapped out the potential buying committee, and studied everything he could about the business. He came in with a unique, well researched POV. However, he quickly realized the company wasn’t an ideal fit for us. We helped educate the prospect, share our learnings, challenge their thinking, and then ultimately explained exactly why we didn’t think we were the best fit for them. He thanked us for the honesty, paused for a moment and said…. “you should speak with my wife.” Later that day, he introduced us via email and 4.5 months later we closed the deal >4x larger than our ACV and has PLENTY of room to grow. TAKEAWAY: Referrals can come from anywhere Being transparent about your shortcomings builds credibility and fosters relationships Play the long game
“We are in the business of disqualification!” Raj Verma
Jesse Woodbury sound familiar :)
I love this story. This approach also reverses the playbook for the outbound qualification process that many organizations utilize, which often requires a blood test and retina scan before prospects are allowed to talk to an AE (I kid, sort of). Customer experience above all else.
Just sent 3 texts today to ex-colleagues about playing the long game and how it always wins. Short game, short gain 👏🏻
I also believe you telling the prospect you were not the ideal vendor gained you respect and trust and the outcome you deserved.
Great story Todd Busler! "Being transparent about your shortcomings builds credibility and fosters relationships" - sounds familiar Todd Caponi <3 Todd's FTW!!
The wife is always right
There is still a place for strong character in the selling profession. Human attributes like character and integrity continue to matter in a selling operating environment increasing build of "hacks", frameworks, scripts technology stacks and etc focusing on everything but the human elements that actually influence people to take action.
Ent AE | Mindset in Sales | Mother of BDR's
2moTakeaway... I love that he has a baller wife in tech. 🙌