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

Co-Founder and COO

We enable your most considerable prospects and accounts, aka Megadeals.

Co Founder & Managing Partner

American Express

2016-2019 Market Head/VD Nordics, Merchant Services
Lead the Merchant Services business for the Nordics. In 2018 me and my team scored the highest employee score in the company (across all markets and teams) at the yearly pulse. For two years in a row we received the reward as the most innovative market in Europe. Besides driving sales, marketing and managing the P&L, I represented the Nordics in the European leadership team and governed everything from compliance, risk and the continuance plan etc.

VD Affärspartners/Market Head Nordic, Global Merchant Services

Director Merchant Acquisition Nordics, the mission for the department was to transform coverage in the Nordics and to drive double digits growth. We over delivered on all the metrics and had a year on year growth by almost +20% vs. the previous year. We signed most of the hold outs on the top 50 list without losing any of our managed merchants or partners.

Director Merchant Acquisition Nordic

MoneyGram International

Regional Sales Director Nordic

I lead and managed the acquiring business for merchant services Nordics. Me and my team worked with a variety of sales channels such as digital, face to face and the telemarketing team (”One Phone Channel” based in Madrid) to drive merchant coverage. We increased sales through these various sales channels along with numerous of marketing activities. I represent Merchant Acquisition Nordics in the European Acquisition Council and was the Nordic member of the Branch Governance Committee representing Merchant Services. 
Examples of achievements in the role: Me and my team delivered a strong result, 250% growth vs. previous year sales. Acquired and activated about 155% more merchants to the network vs. the previous year. 
I lead and orchestrated the signings and activation of a number of hold outs that used to be known as ”impossible to sign”. Among these contracts you will find examples like the H&M signing (a global deal worth around 250 M USD) and the IKEA signing, just to mention a few. 
Among other initiatives, I am proud that I recruited new strong talent to the team, developed/strengthen the relationship with the Payment Solution Providers as a distribution channel, lead the Merchant onboarding program and the KYC (Know Your Customer) project in the Nordics.

Senior Sales Manager Merchant Acquisition

I was responsible for the largest Merchants in Sweden and Finland. The merchants were represented from a number of different industries like as example; Airline, Retail, Supermarket, Petrol, Lodging and Car rental etc. 
2014, I handled cancelation threats and re-signings on a regular basis and saved Merchant Agreement worth about $300-400M yearly. 
Expanded coverage through a number of key online and physical signings worth approximately 60  M USD in New Booked Charge Volume/Year. 
In 2013 I became the first Salesperson in Europe to close a deal and sign an agreement between Amex newly acquired company Accertify and one of the largest Merchants in the Travel industry in Sweden. In March 2012 I became a people leader. Me and my direct report managed accounts worth approx. $1,2B. 
2011, I received the President Achievement Award for being the top 2-3% performer in sales at Amex Globally. 
2009, I was among the top 5% performer in the company Globally. For that, I received the  Ambassadors Club Achievement Award. In 2009 I was also promoted in my current role as a Client Manager and became a member of the European Multinational Leadership Team representing the Nordics. This group handled the Multinational Accounts at American Express.   

Client Manager

Responsible for a portfolio of American Express's largest and most important Merchants in Sweden and Finland. My role was to grow each account's business with American Express by building relationships, proactively identify growth opportunities and execute against sales strategies, plans and goals. Responsible for having an acceptance agreement in place, support my clients and growing the business. The work also included Compliance/Risk- and fraud management and to drive Re-engineering projects. I also identified and delivered new revenue streams by selling Business Insights reports and new Marketing Activities.

Police Department, Stockholm

Legal Expert and Police Inspector at the Legal department, Stockholm.  The Legal department obeyed under the Police Commissioner. Among other things I produced referrals and statements to JO, JK, DO, JÄMO, RPS and other state-, government- and municipal authorities in the name of the Police Commissioner. I produced proposals to the Government for new laws on behalf of the Police commissioner. I gave on a piece of daily basis advice to employees in the police force based on the interpretation of valid law and regulations. Head of Information Technology Security for the unit.  2003-2004 Communication Central (LKC), Polis department of Stockholm, Police Inspector

Legal Expert

Polis Inspector at the County Communication Central at the Polis department of Stockholm
2003 Me and the team lead and divided the emergency operative resources available in the county of Stockholm. The assignment required: sharpness, collaboration, multitasking, leadership skills/management, and organizational skills. 
2003 Promoted from Polis Assistant to Police Inspector after only three years of duty, that made me one (of the two) youngest police inspectors in the history of Swedish Police Force. 
2000-2003 Swedish Police Force, Stockholm Police Assistant 
Worked as a police officer in a patrol car in teams of two or in larger groups.

Police Inspector

"This sounds interesting. Let's talk again in six months." 

💼 This is not an uncommon sentence in the B2B world today. 
In high-stakes markets with limited buyers, gaining buy-in from diverse stakeholders is essential yet challenging. Complex B2B deals demand broad alignment, but overwhelmed buyers often choose the safety of doing nothing rather than buying.   

Shortcomings of Traditional Approaches
🔹Many companies depend on traditional tools that fall short in orchestrating complex B2B deals:

CRM and Sales Platforms – These are useful for tracking but lack the depth for engaging multiple stakeholders individually. 

Account-Based Marketing (ABM) – Good for targeting accounts but limited in reaching key roles across channels and tracking engagement.

Single-Platform Strategies – Platforms like LinkedIn engage some stakeholders but often miss critical roles in specific sectors.

Increasing Sales Staff – Adding headcount isn’t sustainable. In complex B2B, maximizing the impact of current rainmakers yields better ROI than expanding teams.

🔹🔹Traditional methods lack the precision and orchestration for success in complex B2B. In finite markets, growth isn’t driven by cold outreach or costly events; it’s about amplifying top performers’ reach to engage stakeholders at the right time.

🔹🔹🔹The Megadeals Advantage

Megadeals is the only discipline in the world purpose-built to orchestrate complex B2B deals. We guide the buyer journey from awareness to deep engagement, targeting companies and individual stakeholders through:
Multi-Channel Targeted Engagement – Reaching roles within accounts across LinkedIn, Instagram, Facebook, YouTube, and over a million sites using Individual Targeting, IP, geo-fencing, and retargeting.
Consistent Brand Visibility – Position rainmakers as thought leaders with tailored content, ads, and videos, building trust with decision-makers.
Stakeholder-Level Tracking – Beyond account insights, we offer visibility into individual engagement, helping prioritize high-potential leads.
Integrated Orchestration – Aligning marketing, positioning, and sales into a seamless buyer journey, reducing dependency on rainmakers and making processes scalable.

Scaling in complex B2B requires more than traditional methods. Megadeals offers a strategic approach that maximizes rainmakers’ impact and ensures meaningful engagement with key stakeholders.

If you’re ready to overcome the status quo's inertia, we transform complexity into clarity, moving buyers from awareness to long-term commitment.

Let’s redefine what’s possible in B2B deal-making.

David  Klättborg

Humble and Excited to be here in San Francisco for the LogiSense Usage Economy Summit!

Fantastic opening keynote from Adam Howatson, CEO of Logisense, on how the usage economy is redefining how SaaS companies drive growth, deliver value, and price intelligently.

A few key takeaways that really stood out 👇

💡 Personalization & Customer Centricity: 
Data-driven teams blending personalization with GenAI are 1.7x more likely to grow market share. But with all the AI hype, the real differentiator isn’t having AI it’s delivering real, measurable value and being able to articulate that value clearly to customers.

Winning the Buying Journey:
Buyers now expect transparency, self-service, and simplicity. 39% of buyers will place $500K+ orders digitally. E-commerce and self-service are becoming major revenue drivers.

Pricing Discipline & Hybrid Models:
The winners are those embracing hybrid pricing, balancing commit-based, usage, and overage protections to stay agile amid uncertainty. Adaptable pricing helps companies thrive when markets shift.

📈 Value Realization
Fast onboarding, usage visibility, and clear outcomes build trust, especially with CFOs scrutinizing ROI more closely than ever.

Plays to Get Started
1️⃣ Review pricing and benchmark peers
2️⃣ Launch low-risk hybrid tiers
3️⃣ Instrument value metrics and budget alerts
4️⃣ Modularize your packaging
5️⃣ Sprint toward NRR growth with good-fit cohorts and a recurring pricing cadence

The message is clear: growth today is about personalization, clear value, and adaptive pricing, not just more features or more AI.

Next up 
Sangram Vajre and then 
Christopher Engman, 
and several other amazing speakers. 

🔊 Wow what a day ahead. 💪

 
#UsageEconomy #SaaS #PricingStrategy #CustomerExperience #AI #GoToMarket #LogisenseSummit #Growth #Leadership

No alternative text description for this image

I received this quote from my oldest son yesterday…

Can’t stop thinking about it. 

Stop for a moment. 
Take it in… 



Thank you Emil Klättborg! 
I am so proud of you. 
Love you♥️

💥 What if the obsession with more pipeline is quietly killing your growth?

For decades, B2B has worshipped at the altar of volume.
More outreach
More leads
More pipeline
But in complex B2B and B2G environments, volume creates noise, not movement.

You don’t win by being louder    
   -    You win by being trusted

At Njord, we’ve learned that growth in Complexity 5–6 markets follows a different physics; it expands like ripples in water.

One successful customer becomes the centre of gravity. Each new win strengthens the next ring of credibility.

- We call this The Concentric Growth System.
Growth that scales outward only where proof can travel and credibility can carry weight.

At the centre of every high win rate lies the Rainmaker Equation:

 ⭕ Proof + ⭕ Story + ⭕ Stakeholder Orchestration = Win Rate Momentum

When these forces align, belief accelerates, and deals start to feel inevitable.
Growth isn’t about more activity. It’s about sequence, proof, and precision.
Ring by ring.

#ComplexSales #B2B #GrowthStrategy #Megadeals #Njord #RainmakerEquation

*The Concentric Growth System Playbook is created by the CEO of Njord (Megadeals), Jonas Lind.

If a deal has ever gone dark for no obvious reason, even after a great meeting, you’re not alone. Most teams assume the fix is:
“Better pitch.”
“More emails and demos.”
“More follow-ups and cold calls.”

The real issue?
You crossed an invisible line in your market… and nobody told you.

The Breakpoint: When You Jump From The Volume Game → The Orchestration Game
In short, when you leave level 1-4, you also leave these behind:
- Funnel metrics work.
- Demos close.
- Velocity as your friend.
- Buying is sequential.
- Few stakeholders.
- Marketing drives most of the motion.

Now you move upmarket and start selling bigger deals.
And suddenly you need to play the game in Level 5–6: "The Orchestration Game"
Most companies stall here, not because the product got worse, but because the buyer’s world became more complex than your strategy.

You now face:
• Parallel buying journeys
• Multiple stakeholder groups
• Competing priorities
• Internal politics
• Longer cycles
• Higher Rainmaker dependency
• Higher buyer risk

A completely different game.

5 Truths You Must Accept to Win in Complexity 5–6: 

1️⃣ How you want to sell doesn’t matter
Your audience buying logic does.
If your GTM isn’t built around how they decide, you’re moving fast in the wrong direction.
2️⃣ You’re not just selling to "a company"
You’re selling to a network.
One champion isn’t enough.
You must map and influence all Key Stakeholders; blockers, silent vetoes, and understand the real decision path.
ISM (Ideal Stakeholder Mapping isn’t optional — it’s a prerequisite.
3️⃣ Messaging isn’t what you say.
It’s what sticks when you’re not in the room.
When marketing, sales, and delivery share aligned messaging:
clarity becomes velocity, and consistency becomes persuasion.
If you don’t control the internal narrative, someone else will.
4️⃣ Ads aren't just for demand.
They’re for orchestrating influence.
In complexity 5–6, ads create air cover for your sales professionals:
reminding, nudging, educating, and reinforcing your value across the buying group.
The Red Carpet Effect — they “know” you before the meeting.
5️⃣ There is no universal buyer.
Only industry-specific behaviour.
SaaS ≠ , manufacturing ≠ , financial services ≠ , and construction.
Your Buying Logic must adapt to their world.

🎯 If you're losing deals you should be winning… you’ve crossed into Complexity 5–6, but your team is still playing the Volume Game.

🎯 Winning requires:
• Stakeholder orchestration
• Messaging consistency
• Buying Logic mastery
• Influence infrastructure
• Land-and-expand
• Scaling Rainmaker/s
AND understanding the power of Concentric Growth 
This is the physics of modern B2B.
Once you see it, you can’t unsee it.

Question:
If you knew exactly how your customer will make their next big decision, what’s the ONE thing you’d change in your GTM?

taplio

The Battle

Dan (Daniil) Gridin

David Klättborg

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The Battle

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David Klättborg

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