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Consultative Selling
FIRST 30 DAYS:
- Learn and sell from week one, joining live enterprise calls and taking ownership of active opportunities.
- Build account plans, define the enterprise ICP, and start outbound at the CFO and Treasurer level.
BY 90 DAYS:
- Own the full cycle from discovery through negotiation and close, including pricing and legal terms.
- Build qualification and forecasting discipline and feed enterprise requirements to product.
BY 180 DAYS:
- Sharpen segmentation, messaging, and pricing based on market learnings.
- Write the enterprise playbook and support other sellers on complex deals.
SOME CHALLENGES:
- Manage two buyers per deal: business owners want economics and speed, while risk and compliance want controls and auditability.
- Sell the stablecoin program before the vendor, as many prospects are first-time evaluators.
Bastion
Bastion provides the regulated infrastructure businesses need to hold, move, and issue stablecoins, combining custodial wallets, global payments, and stablecoin issuance. As a startup, they prioritize speed, ownership, and building with customers.