I was tasked recently to get funding from a large corp for a dying SaaS

We walked away securing a clean ~$1.4M in funding

Some thoughts / lessons on the experience 👇🏼
Pitching to the C suite of a multi billion dollar org is just a completely different game

At the top the conversations are even more:

1) Simple
2) Big picture
3) Concise

Competency at that level is a different world compared to selling SaaS to VP’s

Apples to oranges
They were ~20 min late for the meeting

This is a Sh*t test & to be expected. When selling to corporate C suite you just can’t do much in this situation. We had one bite at the apple so we had to wait it out.

Tension increased as time passed so we kept busy by shooting the shit
So it’s our time to present now.

We had scheduled 30 min we only had about 25 min to get the job done.

Anyone who has pitched before knows every single minute matters

So we start the presentation. The CMO asks a simple “how many X” question. Then before we can answer..
An analyst from their side HIJACKS the conversation by giving a long winded complicated answer.

I’m not a very patient person. I was clenching my jaw giving him the DEATH stare to shut the f*ck up

After about 60 seconds he finally gives an answer “anywhere from 5~8”
He could’ve answered in 2 seconds but I digress.

So we started the pitch with a Strong agenda

1) Current reality
2) Pain
3) Opportunity

This follows my Narrative format below:
The presentation proceeded as planned.

Another interruption, only now from one of the VP’s:

“Oh when they say this that means this”

She says in an appeasing tone to the CFO. Then another PM pipes up and makes a corny joke to get laughs

He barely got any
I looked at one of my partners. She looked at me and we both smiled because we knew that’s it. No more interruptions.

“Guys I know it’s been a long day, but we have 18 minutes left and a lot to cover. Especially after this presentation. Can we keep it going?”

The CRO looks up and nods.

We’re in.

Once we got the big dogs nod of approval everyone else fell in line.

That’s the power of Status ^

Go for the King to subdue the minions.
So fast forward a few minutes, we shared some stats regarding competitive landscape and how despite being poorly funded the project is gaining momentum in a few key areas vs a meaningful competitor
The CMO & CRO both grin.

I “twisted the knife” and said

“Yep.. Screw them”

Almost everyone laughed except the data analysts (Fvck them they had zero social awareness anyway)

At that point my gut told me we were walking away with money

I was right.
They asked how much was needed to jump start the project

We asked for $2.5M (set the anchor) they countered with ~$1.4M with performance contingencies that if met we get more funding

25 minutes, $1.4M secured

And you think you need 3 months to close a $300k deal? lol

- Very few things move the deal forward. Your job is to find it (Pareto’s Principle)

- You can’t always control everyone in the meeting from the beginning. Sometimes It’s ok to let it build up a BIT and then swat it all down

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More from @BowTiedSalesGuy

19 Nov
Alright so I did a sales call review yesterday with an anon.

I’ll do a deep dive into what he did right and most importantly, wrong and how he could have dramatically improved the call.

A thread 👇🏼
Context: he sells listings on an online marketplace

This should have been a layup because he had a referral but instead he made his job harder due to incompetence
So right off the bat - the guy answers the phone:

“This is Mark” *heavy breathing into the phone after saying that*

1) His full name is Marcus
2) Heavy breathing

2 indicators the DM was stressed for whatever reason (personal, busy/in middle of things, etc)
Read 25 tweets
18 Nov
If I had a great product and had to break into a new territory, first thing i would do is pit my prospects against their competitors

I would do that by reaching out to all of them and name drop their fiercest competitors

That would get me the meeting

before the meeting, I would brainstorm 10 ideas and ways i can make an impact on their business

I would only reveal a few ideas in the meeting and But make it seem like I just came up with them on the spot (massively raising my perceived Competence)

when their interest and curiosity levels are high enough i’ll end the meeting sooner than expected and on my terms aka

“Lots to think about here. If i’m being honest, I’m not entirely sure we’re the right fit let me sleep on it and get back to you in a few days”
Read 4 tweets
16 Nov
“Chad, how do I ask the right questions in the right order in order to win the deal?”

Good question!

Here is my Chad Questioning Framework

🤑 See which questions are the right ones to ask
🤡 and see which questions NOT to ask

A crash course (thread) 👇🏼
So in order to fully understand what a Chad questioning framework looks like, we need to first look at what a 🤡 does!

Introducing, the 🤡’s Questions:
These questions are terrible for a few reasons:

1) Shows incompetence (the opposite of a Competent Chad Salesman)

2) Only goes surface level in regards to the Prospects Pain

3) In a rush to show the product

4) “Do you want a proposal?” Proposals are deal killers. Few.
Read 12 tweets
15 Nov
Here’s a crash course on how to create an Elevator Pitch 🛗

You’ll see:

✅Real examples of what to do
🤡and what NOT to do

A thread 👇🏼
An Elevator Pitch is a short & compelling narrative designed to create intrigue in the prospect.

So in order to create a strong Elevator Pitch, we need a strong narrative:
Step 1

Set the Frame

Here is where you talk about current events and mutually agreed upon perceptions in order to Pace and eventually Lead the prospect.

You also want to talk about how things are changing

Change = Movement

Movement = Prospect pays attention
Read 10 tweets
14 Nov
🚨 The CPR Framework for Slaughtering Objections 🚨

This is straight from my Chad Salesman course (coming soon)

Here it is + a thread explaining it more in detail:

Most people never say what they mean the first time.

Read that again ^

So you start off by playing dumb and getting clarification on what they mean

You may have to Clarify a couple times before getting the real objection.

Then you can move on to the next stage 👇🏼

Go for the No & inspire them to chase

You’re aiming for either:

1) They soften up their position and are primed for a Reframe

Bonus: They clarify the objection even further


2) They agree & you don’t waste anymore time with a prospect who won’t close.

Win Win.
Read 9 tweets
13 Nov
Did a consult the other day with someone whose actively interviewing at SaaS companies

He already got 2 offers from top tier companies (one of them got back to him a few days earlier than they said they would i.e they’re eager)

Here’s how I prepped him to nail the interviews 👇🏼
First off is anticipating the interview questions for sales roles.

Sales managers typically ask these types of questions to screen you:

1) Opinion questions
2) Behavioral questions
3) Competency questions
4) BS questions
1) Opinion questions

They’ll ask you what if / scenario questions like this:

What would you do if X
What’s your greatest weakness

Purpose is to see how you present your opinions in different scenarios
Read 14 tweets

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