BDR Academy

Co-Founder

Gridin Consulting

Founder

I guide sales and marketing teams to win the biggest deals faster.

My approach is based on 5 pillars:

1) Assessment. Choose best opps and expansion scenarios within the target accounts based on a unique set of criteria backed by math modeling.

2) Research. Combine best practices from martech and OSINT to reveal the insights and build a slam-dunk business case.

3) Messaging. Craft highly-relevant value propositions, engaging content pieces, and outreach cadences with a 70% reply rate.

4) Mapping. Get the whole team around progress and challenges in the deal. Plan future steps based on relevant data.

5) Scaling. Сreate marketing and operations exoskeleton that allows top sales performers to increase their bandwidth by up to 50%.

Few fun facts:

 - Switched to full-time consulting during the 2008 recession  
 - Trained more than 200 enterprise sales and marketing teams.
 - Worked with 50+ b2b niches, ranging from Cybersecurity and IoT platforms to self-rescuers for the coal mining sites.
 - Conducted projects in the US, EU, UK, MENA, South Africa, and Mid-Asia.

Recent war stories:

 - Doubled the ARR from a strategic account with an elaborate multi-step expansion campaign
 - Engaged board members of the Biggest Gold Mining Conglomerate in Mongolia with a zero-tech ABM campaign
 - Darth Vader direct mail campaign targeting enterprise CISOs with an 80% conversion rate. 
 - Fresh AE does 84% of the yearly quota in Q1 with zero marketing support.
 - Simultaneous engagement with 18 stakeholders that led to a 10 million crane equipment deal
 - Engaged the “unreachable” exec of top EU Telecom in 24 hours.
 - 300-word email and one spreadsheet put the product on the shelves of Saudi Arabia's largest retailer
 - Revived the stalled deal with Dubai’s ministry of digital transformation

Want to learn more?

1) Check out The Big Deal Talks Podcast (Itunes, Spotify or, even better, youtube - we have really nice production)
2) Read some posts from the featured section
3) Follow me and "ring the bell" to get notified about the new tips (I try to post daily).

If you want to discuss a consulting project or training gig for your sales/marketing team, feel free to DM me or drop a line at dan@dangridin.com

Cheers!

Dan (Daniil) Gridin

Megadeals

We have developed a blueprint for success based on extensive research on what the successful Megadealers do to sign and manage the largest and most complex accounts. Our programs help train and develop already experienced business professionals to sign and manage your largest prospects and accounts so called Megadeals. We offer a set of services and products from seminars, 2 day skill development workshops, coaching programs, "train the the trainer" and digital skill development products. Our methodology is based on proven blended learning approach to ensure that skills are adopted and has a direct impact on your most important and profitable business. Our customers are top 1000 fortune companies and mid sized scale ups.

Co-Founder & Managing Partner Megadeals 

Performance Excellence

We believe that every individual and company has an untapped potential. Our passion is to inspire people and companies realise that potential and become world class at what they do

Co Founder

Venizum Marketing Technology

TRANSLATIONS: Amazing software that solves a massive pain! - Verbis
For companies that 
- operate in multiple countries needing to translate into many different languages, 
- Salesforce or Slack users
- often uses spreadsheets emailed to different local translators 
- time consumed with rectifying human errors in translations
- need for a solution for translation and localisation that is seamless form the original content, translation, approval on to execution and distribution 

Using traditional translation vendors is often time consuming, expensive and local teams end up having to polish up.

Many companies end up using some form of digital / automated translation tools. Generic tools (Google translate etc) often don't include proofing to correct faults, risk for human errors, lack localisation of your most important content.

The ideal scenario is a translation tool that is a digital translation and localisation tool integrated into the same platform as your marketing suite. Well look no more the tool is here for Salesforce and Slack users... VERBIS!
- Integrated into Salesforce connects seamlessly to CMS and Marketing Cloud. 
- handels 120 languages and speech files for 40+ languages

Chairman of the Board at Venizum

American Express

In my current role I lead the new sales business (acquiring) for merchant services. I develop and execute a sales strategy by optimising a variety of sales channels to drive merchant coverage, incremental sales and new active merchants. The sales channels I lead are proprietary sales force inbound and outbound telesales and Strategic Alliance partners i.e Banks and PSP’s (Internet Payment Solution Providers.) as a distribution channel.

Director - Head of Merchant Acquisition Nordics

Director Global Sales Training & Effectiveness. In my current role I am responsible for developing and deploying the sales training strategy for the sales teams (Merchant Acquisition & Client Management) across International (LAC, EMEA, JAPA). My team (4 professionals) deploys a blended approach of sales training programs to acquire, develop and retain top class sales professionals to support the business in meeting its key priorities

Director - Global Sales Training & Effectiveness International

Head of Merchant Acquisition for Establishment Services International (ESi), Nordics (Sweden &amp; Finland). I lead the Merchant Acquisition business in ESi Sweden and Finland, planned and executed against the Merchant Acquisition Strategy by optimising a variety of sales channels to drive merchant coverage and new revenue growth. The sales channels I managed were a sales force (3-4 people), external sales agents (3-5 people), inbound and outbound telesales and Strategic external partnerships i.e with anks and PSP’s (Internet Payment Solution Providers.)

Head of Merchant Acquisition - Nordics

Head of Merchant Acquisition for Establishment Services International (ESi), Sweden. I lead the Merchant Acquisition business in ESi Sweden , planned and executed against the Merchant Acquisition Strategy by optimising a variety of sales channels to drive merchant coverage and new revenue growth. The sales channels I managed were an internal sales force (2 people), external sales agents (2 people) and inbound telesales.

Head of Merchant Acquisition - Sweden

Megadeals typical clients are found among sustainability startups and scaleups and enterprise SaaS startups and scaleups. We also do work with some of the biggest B2B companies in the world, but with a key focus on startups and scaleups where we can make a very big impact. 

A few other key attributes found in our most suitable clients are having a finite target market such as one or two industries. If you can and do sell to everyone and anyone, then you are operating in an infinite market and that is a different game. We observe many companies applying the infinite market game rules on the finite market game and that doesn’t work.

A typical Megadeals client also has complexities in the deal making such as…
Cross hierarchical decision making on the customer side (often higher up than most people realise)
Cross functional decision making
A complex offering that takes a long time for new people to handle on their own
The environment on the customer side is a blend of processes and interfacing technologies

These 4 complexities lead to another key trait of our clients, which is a very high dependency on key people in the deal making. Often a CEO, a CTO and a Head of sales. We call it the rainmaker dependency. Hiring more and more sales people only makes the matter worse as your rainmakers have to hold the new sales peoples’ hands, which they don't have time for. We often see companies making the mistake of recruiting too many new sales people and then ending up in the calendar problem. They find themselves having to support everyone else and then experiencing lower sales as a consequence.

Most of our clients aim at becoming the leader in their category and in their core customer segment. It is also quite common that a Megadeals client is trying to establish or grow a new solution category which has its own list of challenges and special moves.

Looking forward to talking more about your exciting potential to dominate your finite market and category.

Bora Brännström

Paid Media in B2B: Same channel. Two completely different games.

Most scale-ups master paid media in Complexity 3–4 — and then stall when they move into 5–6.

Why?
Because the game changes.

Complexity 3–4 & Infinite Market
•⁠ ⁠Broad audiences
•⁠ ⁠Sequential buying
•⁠ ⁠Marketing hands leads (MQLs) over to sales. 
•⁠ ⁠1–4 stakeholders
•⁠ ⁠Optimise CTR, CPC, CPA
•⁠ ⁠You want to know ”who is a potential buyer”
→ The goal: broad ”net”, cheap conversion. 

Complexity 5–6 & Finite Market
•⁠ ⁠Known accounts
•⁠ ⁠Known Stakeholder groups & ecosystems
•⁠ ⁠Parallel orchestration with multiple buying groups. 
•⁠ ⁠Decisions driven by risk and consensus. 
•⁠ ⁠Sales & Marketing operate as a unit throughout the orchestration. 
→ The goal: high win rate & lower total CAC (sales & marketing)

Yet most teams still run Growth Marketing playbooks in a Finite Market in complexity 5 & 6.

They optimise metrics…
…but lose deals.

In Complexity 5–6 & finite markets, paid media is not a demand engine.
It’s an orchestration engine.

It’s not about traffic.

It’s about who inside your target accounts is aware, aligned, and moving toward consensus.

Same channel.
Different rules.

Njord (fka Megadeals) Co-Founder & Managing Partner, CRO I Speaker

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The Battle

Dan (Daniil) Gridin

Bora Brännström

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taplio

The Battle

Dan (Daniil) Gridin

Bora Brännström

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Bora Brännström's LinkedIn Performance

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Performance ScoreBora Brännström's LinkedIn Performance