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

Twilio

Enterprise Account Executive - Segment

2024 Presidents Club Winner Mid-Market Twilio Segment

Mid-Market Account Executive - Segment

Oracle

Prospect key marketing, data and IT personas at assigned accounts (>1B in revenue) to deliver strategic value messaging, drive sales process to close by connecting decision-makers, and building long-term business relationships into enterprise deals

Develop strategic account plans to penetrate target greenfield accounts including Whirlpool, Stanley Black & Decker, Subaru, Ferrari, Volvo, McKesson, Party City and Carrier

Secured meetings through outbound prospecting with high priority accounts that have resulted in pipeline value of  $950k 

Launched cross channel outbound campaigns including closed lost, procurement and former Oracle champions with BDR to drive pipeline

Work across business units and internal/external partners to understand business drivers and present to key customer stakeholders

Use data and analytics to inform decision making and tell relevant stories to client executives

Enterprise Application Sales Manager - CX Marketing Cloud

SME for Oracle’s Customer Data Platform/Intelligence suite: Unity & Infinity for SMB Segment (<500M in Revenue)

Developed CDP messaging and cadence for org wide outbound 

Identify and engage target accounts for CDP

Secured major wins with Healthgrades ($200k) & Sakura Finetek USA ($75k)

Worked CDP opportunities with Pokemon.com, Fanduel, TaxAct, DocuSign, Summit Racing, TripActions, 

Suncoast Credit Union, Unity Technologies, Fire Mountain Gems, Color Street, & Aya Healthcare
Accomplishments include: FY22: Q4 Attainment: 109%

Application Sales Representative - Customer Data Platform & Behavioral Intelligence

LawGeex

Renewed + expanded a portfolio of enterprise accounts including HP, Capital One, Liberty Mutual & Palo Alto Networks (Account book 2M ARR)

Partnered directly with CEO and Head of CS to shape our Customer Success process and develop repeatable plays that address churn mitigation, improving renewal rates & identifying upsell/cross-sell opportunities

Project lead for defining new onboarding process, sales to cs handoff, new hire training and health score strategy

Conduct regular on-site and/or remote business reviews that includes C- Level stakeholders to further expand client usage and footprint

Partnered with Product team to communicate customer feedback and prioritize feature road map enhancements
 
Accomplishments include: Net Retention: 98%; Gross Retention: 104%; Expansion: $250k (HP, Palo Alto & Office Depot); 12 CSQL’s

Enterprise Customer Success Manager

Leanplum

Worked directly with executive leadership to improve internal processes and drive strategic initiatives 
Owned the day-to-day relationship with a portfolio of enterprise customers (2.3M ARR) that includes Papa Johns, AMC Networks, StockX, Bonobos & TED

Used Force Management Value Framework communicate Leanplum’s value proposition and identify upsell/cross opportunities

Provided consultation on the use of Leanplum and mobile best practices to drive ROI on key business metrics

Conduct regular on-site and/or remote business reviews that includes C- Level stakeholders to understand usage and to further develop cross-channel marketing strategies to increase ROI
Negotiated renewals, Identified Up-sell, Cross-Sell & Partner Opportunities

Accomplishments Include: Net Retention: 109%; Gross Retention: 112%;  Expansion: $307k (Current, StockX, AMC Networks)

Impact Projects/Achievements: Customer Onboarding, Strategic Conversation Framework, Internal QBR, CS & Alliances Collaboration Framework

Senior Customer Success Manager

Customer Success Manager

Advised on comprehensive cross-channel marketing strategies, supporting enterprise client portfolio of 2M ARR, including HSBC, Covance Lab Corps, Barneys, Goodyear, Hooters

Worked with executives at key clients to define success criteria and establish plan to achieve marketing goals

Conducted ongoing account meetings, account reviews and QBR's to communicate value & best practices

Identified expansion and cross-selling opportunities for organic business growth 

Worked cross-functionally to access health of accounts, address customer gaps, and grow Oracle footprint

Accomplishments Include: Net Retention Rate: 88%; Gross Retention Rate: 98%; Expansion: $300k (HSBC and Covance) FY17 Q4 ACE High Five Award Winner for Exemplary CSM who serves as a desirable model of excellence in the field

Customer Success Manager - Eloqua & Responsys

Created qualified pipeline of opportunities for CX Marketing Cloud Application sales team

Developed and executed strategic prospecting plans for assigned territory 

Onboarded and trained new hires

Accomplishments Include: Meeting & exceeding quota goals of 113% FY15 Q4, 109% FY16 Q1, 132% FY16Q2 & 112% FY16 Q3; Received OMC BDR Organization Leadership Award Q1 FY16

Business Development Representative - Team Lead

Cemusa, Inc.

I was in a support function selling out-of-home advertising to global advertisers. I partnered with the National Sales team to respond to all RFPs by creating tailored media plans/proposals to address our advertiser's audience targets. I had to perform deep analysis to ensure the proper implementation and execution of booking ad inventory for our advertisers. Suggest specific geos based on advertisers' key audience demographics to drive brand awareness for the likes of Chanel, Don Julio, Universal Studios, etc.

National Sales Planner

Zocdoc

As a young hungry sales professional learning the ropes fresh out of college I came onboard at a rising start-up interrupting the healthcare world. Making 30-50 calls a day, I prospected and into a territory of varying medical verticals. I consulted with doctors to understand their patient acquisition strategy and communicate the value of building their digital presence through ZocDoc.

OKRs: Top 25% of new business earners FY 2014 Q2/Q3,  Secured $65,300 in subscription revenue

Impact Projects/Achievements: Selected to manage high impact geo for NYC

Inside Sales Executive

Signpost

My first job. Series A funded start-up offering cutting-edge technology to help SMB’s drive customer acquisition. On the front lines, I would make 100-120 phone calls a day to prospects. I was responsible to articulate Signpost’s value to national businesses to help support new revenue generation. 

OKRs: Generated over $75,000 in revenue from merchant subscription fees
* FY 2013 Q3 100%, FY 2013 Q4 100%

Impact Projects/Achievements: Help train and onboard new hires, Named to Signposts President Club

Sales Representative

Track record of generating opportunities and securing revenue with F500 companies. Strengths include qualifying and closing new business, earning trust with key account stakeholders, and working at fast-paced innovative SaaS companies. Well adept in consultative selling, MEDDPICC, presenting to c-level execs, active listening, collaborating cross functionally, and managing complex sales processes. Expertise in MarTech, understanding marketing personas, and foundational digital marketing best practices.

I am a student and admirer of all things Marketing Technology, communication and movie quotes. 

Have a question or comment? Let's connect

taplio

The Battle

Dan (Daniil) Gridin

Michael Buccellato

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?