BDR Academy

Co-Founder

Gridin Consulting

Founder

I guide sales and marketing teams to win the biggest deals faster.

My approach is based on 5 pillars:

1) Assessment. Choose best opps and expansion scenarios within the target accounts based on a unique set of criteria backed by math modeling.

2) Research. Combine best practices from martech and OSINT to reveal the insights and build a slam-dunk business case.

3) Messaging. Craft highly-relevant value propositions, engaging content pieces, and outreach cadences with a 70% reply rate.

4) Mapping. Get the whole team around progress and challenges in the deal. Plan future steps based on relevant data.

5) Scaling. Сreate marketing and operations exoskeleton that allows top sales performers to increase their bandwidth by up to 50%.

Few fun facts:

 - Switched to full-time consulting during the 2008 recession  
 - Trained more than 200 enterprise sales and marketing teams.
 - Worked with 50+ b2b niches, ranging from Cybersecurity and IoT platforms to self-rescuers for the coal mining sites.
 - Conducted projects in the US, EU, UK, MENA, South Africa, and Mid-Asia.

Recent war stories:

 - Doubled the ARR from a strategic account with an elaborate multi-step expansion campaign
 - Engaged board members of the Biggest Gold Mining Conglomerate in Mongolia with a zero-tech ABM campaign
 - Darth Vader direct mail campaign targeting enterprise CISOs with an 80% conversion rate. 
 - Fresh AE does 84% of the yearly quota in Q1 with zero marketing support.
 - Simultaneous engagement with 18 stakeholders that led to a 10 million crane equipment deal
 - Engaged the “unreachable” exec of top EU Telecom in 24 hours.
 - 300-word email and one spreadsheet put the product on the shelves of Saudi Arabia's largest retailer
 - Revived the stalled deal with Dubai’s ministry of digital transformation

Want to learn more?

1) Check out The Big Deal Talks Podcast (Itunes, Spotify or, even better, youtube - we have really nice production)
2) Read some posts from the featured section
3) Follow me and "ring the bell" to get notified about the new tips (I try to post daily).

If you want to discuss a consulting project or training gig for your sales/marketing team, feel free to DM me or drop a line at dan@dangridin.com

Cheers!

Dan (Daniil) Gridin

Megadeals typical clients are found among sustainability startups and scaleups and enterprise SaaS startups and scaleups. We also do work with some of the biggest B2B companies in the world, but with a key focus on startups and scaleups where we can make a very big impact. 

A few other key attributes found in our most suitable clients are having a finite target market such as one or two industries. If you can and do sell to everyone and anyone, then you are operating in an infinite market and that is a different game. We observe many companies applying the infinite market game rules on the finite market game and that doesn’t work.

A typical Megadeals client also has complexities in the deal making such as…
Cross hierarchical decision making on the customer side (often higher up than most people realise)
Cross functional decision making
A complex offering that takes a long time for new people to handle on their own
The environment on the customer side is a blend of processes and interfacing technologies

These 4 complexities lead to another key trait of our clients, which is a very high dependency on key people in the deal making. Often a CEO, a CTO and a Head of sales. We call it the rainmaker dependency. Hiring more and more sales people only makes the matter worse as your rainmakers have to hold the new sales peoples’ hands, which they don't have time for. We often see companies making the mistake of recruiting too many new sales people and then ending up in the calendar problem. They find themselves having to support everyone else and then experiencing lower sales as a consequence.

Most of our clients aim at becoming the leader in their category and in their core customer segment. It is also quite common that a Megadeals client is trying to establish or grow a new solution category which has its own list of challenges and special moves.

Looking forward to talking more about your exciting potential to dominate your finite market and category.

taplio

The Battle

Dan (Daniil) Gridin

Bora Brännström

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