How This Sales Leader Increased His Team's ACV to $250K in 6 Months

if you want your sales or to 5x their win rates systematically close Enterprise deals for multiple six figures while boosting their team's confidence I want to introducing my client brand lck who team did exactly that keep watching and enjoy hey what's going on I'm Marcus Chan I got my friend Brandon here one of my client who's absolutely crushing it brand do you want to introduce yourself about who you are and what you do sure I'm the senior sales director at here at bimo we develop software as a service to automate Microsoft's 365 security deployment dude

love it man short sweet and simple so before I start working with your team what were maybe some of the challenges you're running into sure so when I came to you we were trying to go up markets traditionally an SMB to us meant somewhere in the 10 to 15K ACV deal size and we're going up Market selling to larger customers that were in the call it 150 to 300K ACV range and we were finding that our reps just didn't have the skill set to go from 10 to 15K deal that took maybe 20 to 30

days to close to 150 300K deal that took three to six months to close had multiple stakeholders way more complex deal so at the time how did you realize they didn't have the skills at Le we were losing big deals we were producing the meetings right we were getting the meetings and then they would just get crushed right they would essentially go into it the exact same way they would a normal SMB deal yeah because as a percentage of their overall deals maybe they would receive 8 10 meetings a month and nine of those meetings

were SB and one of them was a true Enterprise deal and so they were just treating it like the rest of their per all right yeah yeah that's painful to see those dollars getting lost like oh I these other deals like yeah but still yeah it's really interesting because when you look at it from like a percentage win on like a raw number of deals you're like wow I've got awesome win rates but then when you look at as a percentage of pipeline it doesn't look nearly as pretty right totally totally and then when you

if you segment to like let's just look at the Enterprise deal oh my God that's a win that's exactly what happened so we actually subscribed to gong and gong has a section which essentially like their analytics dashboard section and they were able to track your win rates across deal sizes and so it was really evident when our win rate for these SNB and even mid Market deals were in the like 20 to 25% range and the Enterprise deals which was basically anything north of 150k was what 5 8% right yeah right yeah so when you

were looking at different solutions right how did you choose you're working with me versus any other program out there honestly I think it's been so long I'm trying to remember I believe I was connected with someone who was a rep from oh man I think he was a bdr that I was connected with on LinkedIn maybe he was working for Orum um I can't exactly remember anymore but I saw his post come up I saw your stuff come up and he had some post post about how he booked something like 23 meetings in a month

and I was like all right like I'm interested let's hear let's hear how that happened and I talked to him and he mentioned that he paid for your program and I was like all right let's try it out d i I love that I think it was probably Georgio he was yes it was Georgio he was fired up I remember I remember that I was laughing I mean I'd be fired up too if I book 20 if I booked that many meetings in a month well it was crazy was cuz even in that situation I

think he had booked like zero for like three months no I talked to him and I I before I moved forward with you I remember I I booked a meeting with him and I was like all right like I'm about to drop all this money like is it really worth it and he's like dude I was about to leave sales as a career so yeah and and now I'm crushing this I'm like if that tells you anything just like just do it oh I love that now once you started working with your team was there

anything in particular that really helped your team and was what was probably most effective for your team so obviously there's a portion of it that is the course right and that is effective but the most important piece and the most valuable piece that that my reps even talk to about today is the weekly Wednesday calls just because during that call you're able to bring up the specific issues with a particular deal or Prospect you're able to get a lot of insights right it's not this like Cookie Cutter like so here's the course follow these things

it's like you know sometimes it's specifically like how should I wear this email how should I how should I change this pitch or or my tone right sometimes it's really specific so those ones they calls are very dude I love that and for your team about how long it take to see results across the board I think the first like sale of a big deal was probably 90 days give take afterwards um was like the first time so I had several reps grow through the program and so three months 90 days was about the first

time and honestly that's like just an Enterprise sales cycle right right so it's like okay maybe they immediately got value out of it but it just took three months to close the deal any the revenue point they about yeah exactly and I would say about six months later until everybody was consistently closing those 150 plus G deals and now our win RS at that deal size are the same so in that 20% range as our incredible so it went from you know 5 to 8% to to 20 to 23 that's that's absolutely incredible yeah yeah

so what were maybe some other like really proud outcomes you saw with the team I think each individual rep eventually starts believing themselves when you go from being a rock star at closing SNB deals right in it's really high velocity and so you get a lot of that adrenaline like all the time because you're closing eights you know maybe you have eight wins at at at 10K each and so you really feel good and then when you start losing one or two deals and that are really big you know you you sort of have this

what's the term where it's like you don't no longer believe in yourself it's a yeah there like you have impostor syndrome because you're like oh my God like I just went from closing eight deals a month to now I'm just trying to close two obviously much much larger and overall much more Revenue but now you're like was I actually a good sales rep ever so I think I think part a sort of side effect is you start believing in yourself you know after you start winning a few of these deals you're like oh like I

no longer feel intimidated by a 250 300K deal that's going to take three months like I know how to close this right dude I I love that so what do you think the team would be if we hadn't started working with them if you guys just kept trying to figure out on your own I think for the most part when it's just you and your team sometimes you're going in circles and you're hearing it from your boss and you're like oh you're always hearing the same feedback back and forth and it's not working so having

an Outsiders perspective on things and having an anme or an expert that's outside of your company that isn't like your boss right is is helpful to have to lean on because sometimes it's one thing when your boss is like oh you're not doing this correctly here's how I would do this and they're like ah Brandon versus like Market being like Oh no like you're not doing it correctly here's what you should done you're like oh okay that's I should probably change you know totally totally I got to be that third party unbiased opinion if you

will yeah no exactly and and when they come to you you know you know it's more like on their own accord I'm not on the call right so there's also as much as we all try to you know be good bosses and good managers like there is always that little bit of tension between a manager and someone who reports to you and having someone else that they can go talk to that they know knows their stuff and Brandon's not on the call to like hear potentially some of the bad stuff going on with the deal

or some details you don't want to like talk about that's so true you're 100% right like even with the individuals in our program you know they're not as forun as having beo like you don't pay for right like their company pay for it like that's what it is sometimes they're kind of scared to share some of these details with their boss right versus a third party where they can really vet it out together and like like let me just tell you what's really going on so I actually give some real help you know sure and

and part of it too is like I have oneon-one with my reps but you know I also have other stuff unfortunately like I'm not just a bdr manager or just the sales manager and I have everything from budgeting to LT meetings to board meetings so all that stuff and so you know part of it is also that I am aware that I am not in a situation where I am a Frontline sales manager and I could only give them so much attention totally and in those cases I'm happy that I can at least provide additional

support for you that is it necessarily mean because sometimes it's just hard to get a hold of dude 100% it just gives you more time so you can focus on like running the business verus you know because a lot of the stuff like being a Frontline sales manager is really tough if you're going to be really good at it and means that let's say a bdr um gets a response over email sometimes it means like all right guys like we're calling everybody up like all right I got a response from the email this how should

I approach the response right you know it's not just like ah it if you really want to be a good Frontline sales manager you have to take the time to get these random calls from reps with okay I got this response how should I do it what's the best way to do it okay this guy called me back he left me a voicemail how should I respond to voicemail and that takes a long of time and if you don't have that time then having an outside coach really helps do 100% so let's say it's a

leader right they're looking to put their entire team into the program if they were on the fence about maybe doing that what would you say to them for other leaders I used company money to uh purchase this coaching service yes and and and for those it's like like why would you not want to give them additional help I would say people are such a large percentage of your budget and it's really easy to go buy another tool out there you know most SAS these days you're looking at 30k here 50k here for different SAS solutions

that you still have to deploy you still have to do all that you know what's the say that spending that sort of money on a coaching program for your people who are already like biggest spend that you have and make them incrementally better you know it's probably GNA you should probably be investing there um in order to to get more Revenue versus buying another tool yeah I I love that anything else you want to share Brandon uh no I think that's it that's good cool brother well I appreciate you brother now if you enjoyed this

interview and you interested in your sales team going Upstream consistently closing multiple sixf figure deals like clockwork go ahead book A Time below see if we can help you too thank you so much for watching