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2. 7 Steps to a Quick Close
Farlan Dowell
VP Sales, Upsight
Farlan.dowell@upsight.com

3. The Ole “About Us” Slide
• The leading SaaS analytics and marketing platform helping
companies UNDERSTAND, ENGAGE, and MONETIZE their users.
• Upsight, formerly known as Kontagent+PlayHaven now spans
22,000 apps, 700+ million MAU, 1.2 billion devices, and ingest 500+
billion in-app events.
• We work with top companies like Warner Bros., Turner, Electronic
Arts, Mattel, Glu Mobile, eHarmony, Tinder, and BigFish.

4. • I’ve closed several million in new business and the team has closed
millions more. I’ve seen deals that range from 36k to 500k ARR.
• Every deal had SEVEN proven RULES in common to make sure
they ‘actually’ close, quickly.
• Sample Scenario
Some Background

5. Slow it Down to Speed it Up
7
Practical Tips to
Close Deals Faster

6. Who is your champion?
Rule 1

7. What are your metrics?
Rule 2

8. What do they need, but don’t know
they need…yet.
Rule 3

9. Take control of the process
and “The Meeting”
Rule 4

10. Ask the uncomfortable question.
Rule 5

11. “We’re more likely to do something after we’ve agreed to it
verbally or in writing. People strive for consistency in their
commitments. They also prefer to follow pre-existing attitudes,
values and actions.”
- Robert Cialdini, Influence: The Psychology of Persuasion
Compliance – “Sign By”
Rule 6

12. “Time Kills all deals”
Close it as quickly as humanly
possible.
Rule 7

13. Bonus.
Rule 8

14. 1. Get a champion
2. Know the Metrics
3. Tell them what ‘else’ they need
4. Take control of the process and the meeting
5. Ask the uncomfortable question
6. Compliance / Sign By
7. Close as quickly as possible !
7 Rules: A Recap

15. If you found this material touching,
and want to learn more…
We are hiring!
A Post Script

16. Thanks.