A salesperson turned a $50K assessment into a $9M digital transformation deal by doing deep research beforehand, asking the right questions, and selling a phased roadmap instead of pushing for an immediate sale.
Here's how I turned a $50,000 portal assessment into a $9 million digital transformation contract. I was able to leverage a meeting over a $50,000 opportunity to do deep discovery. Now, most reps I know struggle with discovery. You stay surface level and you go close that $50,000 deal like your life depends on it. By coming into that meeting having already researched everything I could about the stakeholders and the company, I was able to parlay questions about their current processes and who was impacted by those processes, other lines of business and other stakeholders, which ultimately landed me a meeting with the CEO In that meeting, I brought valuable insight and leveraged my champion to understand what was motivating the COO to get the ball rolling. Then I closed the COO on his interest to understand what a digital transformation roadmap that would enable his entire strategy end to end would look like. I didn't close him on the deal. I closed him on the idea of learning what that would look like. Now, throughout that process of doing deep discovery, I peppered him with thought leaders and experts from our industry across all types of digital platforms and solutions that built out an end-to-end roadmap that gave him confidence on ability to execute, and I chunked it down into bite-sized pieces with milestones that they would be able to leverage to start seeing results now.
