I got paid over $400,000 from selling burritos doing this one key step — An important lesson for SaaS sellers.

Almost three years ago, I closed a transformation deal with a large fast casual chain.

It’s one you know well, and probably love. 🌯

How did it come to fruition in less than 8 months?

I COLLABORATED! Both internally and externally.

Internal Collaboration: I brought in our head of Gainshare (our Managed Services division) to help strategize and close the deal with me. He was a strong personality type and some even warned me about working with him. But I put my ego aside and it was the right call. Going through Gainshare vs our traditional approach, not only helped get a larger deal, but it sped up the deal cycle. And we’re still good friends today.

External Collaboration: When it came to drafting our proposal to the CEO, we built it asynchronously with our “Mobilizer,” the VP of Digital. We literally drafted the Google Slides together. That guaranteed that the flow, images, and structure looked like an internal business case and not a sales proposal from a new vendor.

The outcome

We sold an 8 figure deal that included an immediate $2M booking and we earned $1 per transaction once deployed.

The lesson

You need to collaborate for success.

You can’t win massive deals alone.

I’ll take that all day…and with a side of guac! 🥑

🐝

Read this post and more on my Typeshare Social Blog