How to do Multi-Million SAAS Sales by a Tech CEO!

Learn to swarm the executive buyer and build an external credible persona as an alternative to automation for outbound outreach in a tougher 2023 prospecting landscape.

Swarm prospecting concentrates all sales power on one named account for 2–4 weeks to generate multiple meetings and quick qualification through a military find-fix-finish approach.

Discover a swarming approach to SaaS sales, turning 32% of cold outreach into qualified deals and securing contracts with a 1.2 million deal value through level-specific messages and multi-channel outreach.

Analyze annual reports to identify juicy opportunities by cash position, exponential growth, and bold bets; tailor messages that highlight top-line growth and market expansion to win meetings.

Identify opportunities by analyzing annual reports for overextended firms with revenue gaps and post‑m&a investments. Tailor messages positioning your SaaS as a life raft to spark a discovery.

Review an annual report to find juicy opportunities, using Marks and Spencer as a case study, and spot SaaS sales potential through digital transformation.

Evolve your swarming by leveraging senior advisors as an intelligence team to analyze swarm findings, provide actionable insights, and guide discovery toward a heroic million-dollar deal.

Establish a credible voice by understanding the customer and market, and build a daily LinkedIn content plan that demonstrates collaborative problem solving, addressing market problems, and partnerships with consistency.

Develop a credible voice by engaging with experts and executives with a 2-10 year outlook, sharing data-driven opinions and alternative actions to attract high-growth prospects and shape joint business cases.

Leverage swarming to drive high-conversion deals with a focused, persona-driven outreach. Use an external credible persona and a personalized message with a 2-10 year outlook to win saas sales.

Compare joint business cases and proposals for heroic deals; proposals are quick but risky, while joint business cases deepen stakeholder engagement and enable larger, multi-year deals.

Master building a joint business case with internal stakeholders to validate ROI, establish a value-driven partnership, and address risks on both sides.

Explore how to assemble a joint business case for a revenue share, including an executive summary, ROI, and an appendix listing products for a clear, win-win partnership.

Learn how to craft a customer-facing internal memo that explains how integrated products create value, outlines risks and ROI, and presents detailed revenue models, ownership splits, and investment terms.

Present a strategic approach to securing multi-year saas deals by outlining two contract paths—training the customer with shared revenue and upfront licensing—driving user, customer, financial, and strategic value.

Define a mutual success plan to lower risk and align executive sponsor and stakeholders, outlining three phases: design, test and engage; deploy and adjust; scale.

Outline a three-meeting operational reporting cycle for enterprise deployments, including project tracking, a monthly review, and a business review, with defined attendees, frequency, and what you’ll get at each meeting.

Develop a mutual success plan that identifies risks, assigns likelihood, and outlines mitigations with technologists, then detail phases, engagement plans, and sustainment training to lower technical and data risk.

Lead a discovery session to uncover pain points, nominate stakeholders, and build a joint business case with a mutual success plan and business memo.

discover how to conduct a rapid discovery meeting in cyber defense by defining a strong problem statement, validating costs, and delivering a personalized live demo that proves value.

learn to run a collaborative discovery meeting with a qualification checklist to assess need and maturity, then craft a joint business case to grow a multi-million deal.

Learn to prevent slip by aligning security, legal, IT, and procurement with the executive buyer, and build a joint business case with software operator, internal navigator, and data ROI expert.

Turn a $1 million or $100k proof of concept into a multi-year, multi-million deal by aligning a joint business case with procurement, executive buyers, and a fast deployment plan.

Learn how to align with procurement to secure a multi-year saas contract by building a joint business case, engaging procurement early, and outlining clear terms, discounts, and exit options.

Finalize a procurement engagement model with quarterly reviews, product updates, and a six month performance review to secure a trusted multi year deal through methodical discovery and a joint plan.

Learn a practical 90-day checklist to secure renewals by staying involved in delivery, building trusted relationships, and designing a renewal model that reduces churn.

Earn next year's renewal by ensuring your customer success team delivers on the mutual success plan, escalates quickly, attends training, builds relationships, and avoids diluting or overdoing meetings.

Use blueprint to win multi-million-dollar deals by swarming for the right executive buyer, building a joint business case with an MSP, and driving adoption in the first 90 days.