Won Deals

Outreach- Cold Call

Method- Challenger Sales

Initial Outcome- Demo meeting booked with AE

Key Challenge- On my initial call I connected with the group’s head of marketing, not a decision maker for private events. Her initial knee-jerk reaction was to dismiss my sales agenda. I was able to steer the conversation into what made sense for her to see: Perfect Venue Marketplace- to establish quick interest. I prefer avoiding leads guarantee conversations and she appreciated my upfront honesty. We were able to use that initial point of interest to build curiosity into our core product- the CRM, which generates results- 10% above the industry average. During the 18 minutes call- I educated her on local market knowledge, challenged her view on “more leads=more revenue” and unearthed the monetary value of solving their sales pipeline issues. I succeeded in making her an internal champion and effectively communicated their priorities through precise notes handoff to the AE. The deal only took 2 weeks close, also thanks partly to my AE!

Outreach- Cold Call & Email

Method- Multi-threading

Initial Outcome- Connected Perfect Venue AE to VP of marketing for Busboys and Poets

Key Challenge: Busboys and Poets is a prominent DC restaurant brand with 8 locations and expanding. Besides food, the restaurant also provides space for artistic performance and political activism, hence drives one of the highest volume of private events in the region. The biggest challenge with this deal was their 16 years tenure with Tripleseat (our biggest competitor)- therefore, any transition would require significant lift. Through my first cold call- I spoke to one of their events coordinator and aligned on a major usability problem- “Emails sent from the system going to client’s spam folder”. This was adding atleast 10-12 hours of follow-up work for their team every week and displayed unprofessionalism to guests. I also took this opportunity to educate her on the significance of a sub-1 hour response time for converting 40%+ leads (through studies internally done by our team). Although she refused to take the demo, she connected me to their VP of marketing. As a next step, I sent their VP a detailed email with the problem-value points I discussed with her team, and made a low commitment ask for a 30 minutes conversation with my team. She took it- and 2 months later we won the deal after consistent followup from my AE and me.