Hunters + Unicorns: Raw Stories Live (podcast summary)

Landing a $6-Million Deal that NOBODY Wanted, w/ Michele Bove (2025-01-10)

When you are onsite, take time to walk the halls and find the office(s) of the key decision maker(s). Knock on the door an introduce yourself, “Hey, I’m Michele Bove. I’m meeting downstairs with your team. I’ll email you in 10 minutes” then walk out. (~10:00).
You need both the science (the sales process) and the art (the professional & personal wins) to land a deal.
My customers are my friends. (~16:40)
Challenge yourself by asking, “How am I going to stand out from the 100 other sales reps calling on your buyer?” (~21:30)

A successful ingredient in my career is – ‘How do I rally everyone around our common quota attainment goal?’ To product, we need to build the solutions for the segment we are seeking to serve. To legal, we need contract terms that are attractive to customers. To marketing, we need to build the integrated marketing activities to get us the pipeline we need.