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

Pure Storage

Account Executive

Datadog

Software Sales Executive

Global Account Manager

VMware

Delivering outcome based solutions that empower digital transformation for a select list of enterprise accounts in Michigan. Overall sales responsibility for VMware's software & services portfolio.

2021 President Club - Club V Winner - 328% Quota
2020 - 103% Quota

Scality

Scality is a global technology provider of software-defined storage solutions, specializing in distributed file and object storage with cloud data management.

2017 - Quota - 118%

Panzura

As the Panzura Area Sales Manager for the Ohio Valley (MI, OH, IN, KY) I am responsible for driving Panzura revenue by crafting the go to market plan and executing against it. Through articulating the business and technical value of the Panzura solution to clients through both the direct and channel sales model I have been able to grow Panzura's revenue quarter over quarter.

2015 - Cloud Club - 182% Quota

Hewlett-Packard

As a Field Sales Storage Specialist I am responsible for selling HP enterprise storage and services products to named accounts throughout Michigan. HP’s enterprise storage portfolio includes 3Par, StoreVirtual, and StoreOnce. I work directly with clients and local value added resellers to expand HP's storage business in Michigan.

Storage Sales Specialist

As an Inside Account manager for HP I managed customer relationships with in the financial vertical. In this role I leveraged relationships with local value added resellers and major national resellers to convert accounts to HP Servers, Storage, and Networking. I meet 143% of my goal though coordinating the appropriate resources to assist in complex technical sales. I was nominated and took part in HP Accelerated Sales University, a program designed to streamline top performers for the transition in to field sales. As a top performer I was selected to act as the team lead responsible for supporting management in communicating to the sales team.

2009 - 143% Quota

Inside Account Manager

A sales rep with a passion for digital transformation that powers improved business process & revenue generation. Has worked with large (Fortune 100) companies to medium sized (commercial) companies to deliver outcome based solutions which enabled clients to deliver improved value to their end users. A history of overachievement of quota in both large company settings and early stage start ups. A unique background in selling traditional infrastructure (server, storage, security, networking & software) and modern SaaS software solutions. A demonstrated track record of successfully delivering on cloud solutions with the major hyper scale providers (AWS, Azure, GCP).

Specialties: Positioning and sales of complex technical solutions, Delivering impactful presentations, Customer and partner account management, Channel development, Return on investment analysis, Information Technology, Enterprise Software, Storage (SAN, NAS, Backup and Recovery), SaaS, Private Cloud, AWS, Azure, GPC, Pricing Analysis, Competitive Analysis, Customer Driven Sales Methodology, Channel Sales, Developing and Maintaining Strategic Business Relationships, Sales Training, and New customer acquisition. 

Demonstrated success in both direct selling and in building and managing reseller and integrator channels leading to the over attainment of quota goals.



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The Battle

Dan (Daniil) Gridin

Gregory Starnes

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