We had JT Levin and Geoff Winchell who were formerly with Sailthru when we interviewed them for the third edition of the Startup Sales Podcast. The topic of our discussion focused around “Whale Hunting” and how to really build large accounts early on in your SaaS business. JT and Geoff were the first two sales hires to Sailthru and today manage the team that generally is focused on six and seven figure deals. They’ve seen 400+ customers and tens of millions of dollars of revenue through the life of the business and individually closed most of the big accounts that today make up a large portion of the revenue for the business.
In our podcast JT and Geoff talk to listeners about a number of high level elements associated with winning whale customers and whale hunting dispel the old adage that “nobody gets fired for buying IBM.” Today’s marketers and technologists are much more well-versed and knowledgeable and even a small SaaS company like Sailthru was able to land some very large business by operating more effectively early on. Following a high level discussion JT and Geoff each cover one of their larger whales and walk the listener through the scenario of how they got the lead, worked the account, and ultimately closed the business and won with whale hunting. They talk a fair amount about where the snags were and ultimately the lessons learned and tricks they used to win the business.
Give a listen and we hope you enjoy! The full transcript can be found here.
If you liked “Whale Hunting with JT Levin & Geoff Winchell” and want to read more content from the Bowery Capital Team, check out other relevant posts from the Bowery Capital Blog.