How the Deal was Done · 2026-04-13 · 1h 8m
Mike Sullivan is Executive Director of Sales at TriNetX, where he sells into top-20 pharmaceutical companies. This episode centers on his career-defining deal - a $3.55M ARR, two-year enterprise contract with a Fortune 500 pharma company that took nearly two years to close, ran 20+ use cases across 5 business units, and required Mike to get high in the account at month 20 of 24. This came at a time of great personal challenge and difficulty - balancing debt and obligations, while threading the needle of an incredibly difficult strategic sale. This deal flies in the face of almost everything we're taught in enterprise sales - and it worked because Mike refused to take shortcuts. He was 39 years old with $80K in debt when he joined TriNetX. This deal changed everything.
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