Steal From Oracle’s Early-Selling Breakthrough

They started selling bigger because of a mindset shift.

In 1982, they hired their first proper sales manager.

Besides a first comp plan, he changed one thing:

→ Selling high, pitching Oracle at the highest levels.

Up to that point, they had only sold to the heads of 

small corporate departments with less authority.

Now, they went for C-Levels at larger companies.

And they started pitching for much bigger projects. 

Larry Ellisson once told his secretary with a childish 

giggle: “Mike asked for seven hundred thousand dollars!”

This is one of the first things I discuss with each founder:

→ Don’t be afraid of large accounts

→ Don’t be afraid of senior execs

→ Don’t be afraid to aim higher

I started my journey in SaaS with $30K deals.

In year two, I was already doing six-figure deals.

In year three, these deals became seven-figures.

All because I shifted my mindset and thought bigger.

(Note I sold for a scale-up that nobody knew, not SFDC.)

If you have a relevant product:

Why would you only grow at a snail's pace?