In this episode, Bion Behdin, Chief Revenue Officer of First AML, shares insights into winning a near million-dollar deal in the financial services and regulatory tech sector. Bion highlights the importance of strategic client engagement, internal stakeholder management, and leveraging feedback loops to navigate complex sales processes. Challenges: Securing buy-in amidst global company issues mentioned in the media. Managing internal stakeholder concerns and uncertainties about the deal's feasibility and execution. Key Learnings: Structuring deals with a detailed, proactive approach, including frequent summaries and clear next steps after discussions. Emphasize the importance of top company leaders staying close to client interactions and demos to understand customer needs and address potential challenges effectively. Timestamps: (0:01:44) Background and journey of Bion and First AML. (0:07:16) How the deal was initiated through a chance conversation at a pub. (0:10:24) Advancing through the RFP process and addressing technical requirements. (0:12:11) Importance of involving sales users and navigating internal stakeholder dynamics. (0:16:01) Overcoming challenges amid global company issues and internal concerns. (0:17:42) Learnings from structuring and negotiating large transactions effectively. Resources: LinkedIn: Bion Behdin Questions, comments, ideas - reach out to: Andrew Kappel