That’s an interesting one. This was last year. I found a customer, one of the fastest growing organizations in the region. We were just talking to them, doing pure discovery. They were struggling, growing at a really fast pace and hiring a lot of people. They needed tools to help them. They had 700+ sales people and they were tracking business on 10 Excel spreadsheets.
We don’t necessarily see that in the U.S., Europe or Australia. But here there are a lot of opportunities like that. My boss and I met with the CEO who said, “I work based on trust. This is only a small deal, but we can do a lot together if we can make this work.”
We said, “That’s fine; we believe it’s a journey. Let’s start small.” We’re now 12 months in and they’ve bought 20 times what they started with. And this is not just for the sales team, but across customer service and marketing. I have no doubt that this account will grow another 10 times in the next 12 to 24 months.
So, that’s my most successful sale. Start simple; build trust, and the business will come.