Ep.5: How the Deal was Done | Selling a $34 Million SaaS Deal with Evan Kelsay

In this episode, Evan Kelsay takes us through the fascinating journey of closing a $34 million SaaS deal. He shares how this deal began with a small customer engagement and evolved into a transformative partnership with his small (300 person startup - Seismic) selling a deal to one of the largest companies in the world.

Evan shares a mini-masterclass on researching and identifying potential opportunities, going outbound to get the ball rolling, overcoming internal challenges, building trust with champions, and creating massive buzz up and down and across the org chart to get the deal over the line.

Sponsor: https://orgcharthub.com/ Visualize your accounts, see key stakeholder roles, and understand relationships at a glance.

Show Notes

- Evan Intro & Background

- Deal Background & How it Started
- When and how did you get connected with a Champion

- Competition and challenges

- How a $34M SaaS Deal gets Closed

- What makes Evan unique as a seller

Long form 90 minute podcast Evan did with Scott Ingram: Sales Success Stories Podcast Episode 56

https://top1.fm/episode-56-evan-kelsey-of-seismic-800-achievement-with-a-massive-deal/

The JOLT Effect: How High Performers Overcome Customer Indecision

https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102