Podcast episode
$3k vs $30k vs $300k Sales Close
30 Minutes to President's Club14 Oct 202527 min
Description
Mark's Kosoglow's Sales Leadership Course Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreements that drive every close and shows how to spot deal momentum to accelerate your cycle. Whether you’re closing SMB, mid-market, or enterprise deals, this video gives you real-world B2B sales tactics, SaaS closing strategies, and deal frameworks to help you sell faster, smarter, and bigger. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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Okay, so oftentimes because we were selling to early stage companies, you'd want to close these like $3K, $5K, $10K deals in one call if you could. So let's walk through the five agreements and then I will whiteboard out what a one call close would look like. So the first agreement you're trying to get is problem agreement. “That's pretty straightforward. Do they agree that you have a problem that you can solve?” Number two, today's show is brought to you by 11X, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers like congrats on the funding, you're getting blended in with everybody else. The best use unique signals,
I know you need this valuation. I know you need to do it pretty soon. Is there anything else regarding like the solution or like what you're trying to sell for that you feel like you don't have answered yet? And they'll give you one of two answers. They'll be like, uh, I have these like 20 technical questions and I got to bring some other people from my team into this call to see this too. “At which point, you know, that's not a one call close or they'll be like,” um, I just love to know the price. And you might ask them like, are they the ones who can actually execute the contract, et cetera? You want to make sure no one else needs to be involved. But if they're like, no, I'm good to go. Like, I just need to know what this thing costs, which would happen pretty often. Guess what? You actually now have both solution agreement and you have power agreement
two major departments that needed to be on board. You had like HR and compensation and then you had talent, and so those two combined allow us to go for power agreement, and guess what? Now we have another set of calls. So I'm going to do a champion game plan going into the meeting “I'm asking them like what does” it take to win over power, and they're like here's what it takes. Great. Now we go into the executive discovery where at this point we're doing executive disco plus maybe like harbor tour. So this usually ends up being like a 30-minute meeting, and if the executive is on board with it initially, they
like building out the ROI of the solution, all that stuff. You're not doing as many deep dive demos as you did with your champions, but like at this point like the executive is like, okay, my team is pretty much on board. I want to see this thing, and then I want to see the proposal of like how it's going to change my business, and so usually it takes two or three calls to get the executive on board if “you've done a good job champion selling, and the reason for that is these two people should be like” pushing for you internally. Keep in mind at this point we have the director of talent and the director of compensation on board, so at this point hopefully I have the chief HR officer on board, and that finishes power agreement. So we had another three calls with power, so we're at what four, five,