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

Kowalah

Leading the launch of Kowalah, an AI powered platform to help internal buying teams to run great buying processes, pick the right technology vendors and reduce the fear of messing up.

70% of the buying process happens before buyers speak with vendors
54% of buyers that stay with the status quo do so because of the fear of messing up

Kowalah is your always on buying consultant with experience of every software category and continues to learn as more buying processes are completed.

Sign up for 5 free chats at kowalah.com

charliecowan.ai

I partner with CEOs to accelerate AI adoption across their organisation.  Through a blend of ongoing advisory and defined projects you'll develop a pragmatic AI policy, roll out company-managed AI platforms, and a top down change enablement program that gives your people the freedom to experiment safely.

AI Adoption Accelerator

How To Sell Academy

How To Sell Tech is a step-by-step guide for SDRs and first time AEs, walking them through prospecting, qualification, presenting and in to negotiation and closing their first deals.  

We cover forecasting, presenting to large groups, and managing your money - topics not often covered in sales books.

The Revenue Operations Playbook is written for founders, helping them to architect a scalable revenue engine that integrates marketing, sales and customer success into an aligned system.

Author: How To Sell Tech & Revenue Operations Playbook

Highspot

Highspot helps sales reps to ramp faster, to sell more and to hit their targets more consistently.

In today's challenging financial economic client it is even more important that a company's strategic initiatives are being deployed correctly by salespeople engaging with customers.

Customers use Highspot to help their sales teams launch new products, compete with other vendors, and open up new markets.

I work with some of our largest customers across healthcare, industrial manufacturing and financial services as they transform they way they coach and enable tens of thousands of their sellers across the globe.

Strategic Account Executive

DocuSign

Whilst many areas of business have been transformed over the last ten years by the move to cloud platforms, the way that most companies document their agreements and contracts with customers, partners, suppliers and their own employees has remained stubbornly in a pre-internet age, with most contracts created with a mixture of Word versions, redlining and hope that no illicit changes have slipped through the net.

We now live in a digital agreement world and there will be organisations who have the ability to answer questions like "Which of our contracts have GDPR compliant terms in them?" or "Which contracts commit us to 30 day payment terms?" instantly, and there will be organisations who will need to throw hundreds of paralegals at a filing cabinet at best, or at worst just don't have the answers.

DocuSign has become the by-word for securely signing contracts over the past decade and is now extending that experience through the four stages of The Agreement Cloud:

Prepare: Ensuring that it is easy to create and negotiate agreements that follow corporate guidelines
Sign: Simplifying signatures for recipients and shortening the time taken for contracts to be returned
Act: Accelerating the outcome of an agreement - automating workflows to activate clients, onboard employees for example
Manage: Giving organisations control over their agreements for the first time - fast and simple storage, analysis and reporting on the entire agreement estate for a business

Contracts are not silos - they are the glue that enables an entire business to function and I'm excited to be helping Enterprise organisations go through this transition.

Strategic Enterprise Account Executive

Appirio

At Appirio we help organisations use cloud technology to deliver a great experience to their workers, who can then deliver the same to their customers.

Working with partners including Salesforce.com, Google and Workday our consultants will challenge the way you do things today,  deploy modern, mobile and social applications, and deliver change programmes that get your teams around the world excited and prepared for what's to come.

VP Sales, EMEA

At Appirio we help some of the world's largest organisations to map out their enterprise-wide cloud strategy and then deploy and manage it for them through our expertise with Salesforce, Workday and Google.

Appirio has extensive experience in the US and moved to the UK in 2012.  I'm excited to be helping European companies join us on the journey and develop innovative solutions for their customers, employees and partners with the power of the cloud.

Account Executive

NewVoiceMedia

At NewVoiceMedia we're passionate about using technology to improve the lives of those that call into and work in contact centres.  As Communities Director I'm driving forward our strategy to engage with our prospects, customers, partners, 3rd party developers and internal team to ensure that we understand what challenges exist, and that our solutions are delivering real value to our customers.

Communities Director

ContactWorld from NewVoiceMedia is a cloud-based contact centre solution tightly integrated with Salesforce.com.  We're passionate about solving real business problems and work with some of the leading Salesforce.com Implementation and Consulting Partners.

We also work with telecoms providers and resellers of traditional on-premise CRM solutions who are looking to expand their relationship with their clients.

If you have clients that run contact centres with between 5 and 1000 agents and would like to learn how Cloud is revolutionising this industry then get in touch, we'd love to work with you.

Channel Director

Keboko Ltd

Keboko is a Salesforce Registered Consulting Partner and Authorised Google Apps Reseller helping businesses to reduce costs and improve productivity by migrating from legacy on-premise CRM, Service Desk, email and document solutions to Salesforce.com and Google Apps.

Keboko provides Google Apps deployment, training and management services freeing up your own IT team to focus on business strategy.

MessageLabs

MessageLabs (now Symantec Hosted Services) sells through the Channel, and I manage the EMEA Associate Programme, one of the fastest growing areas of the business.  I manage a large number of our EMEA partners delivering value to them in terms of sales and marketing support to ensure their sales people have the tools, and are incentivised, to sell our services.  My job runs on a one-to-many basis, where the tweaks I make to the programme deliver increased returns across the partner base.  In the latest financial year I was the top performing Account Manager by revenue.

Partner Account Director

Zycko

I worked in the Sales team of this Networking distributor mainly focusing on Cisco sales.

Sales Executive

AI is everywhere, and yet in most companies there is no organisation-wide strategy to embed AI and enable your teams to use it in their own work, or in developing new products and services for your customers, suppliers and partners.

CxOs work with me to bring in AI capabilities into their business teams:

Leadership AI Awareness and Coaching
Claude/ChatGPT/Gemini Team roll-outs
AI Policy development
AI Prompt development
AI Champions Program
Training and Coaching

Give your teams the tools to win with AI in 2025.

Charlie Cowan

Getting ready to present at a company all-hands in a London church!!

Preaching AI! 😂

ChatGPT Enterprise Roll-out Services | Founder of Kowalah | Author of “How To Sell Tech” and “The Revenue Operations Playbook”

No alternative text description for this image

I need to verify this is real - was found on Reddit

But this is an great example of what not to do.

ChatGPT is a tool - it does not replace you as the person responsible for the work you pass on to others.

Do not copy and paste!

taplio

The Battle

Dan (Daniil) Gridin

Charlie Cowan

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taplio

The Battle

Dan (Daniil) Gridin

Charlie Cowan

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Charlie Cowan's LinkedIn Performance

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Performance ScoreCharlie Cowan's LinkedIn Performance