How the Deal was Done | Enterprise Sales Podcast

S2 Ep 5: Bas Pleune: From Broken to 7 Figures: Turning a Failing Account Into a Record-Breaking Win

Mar 30, 2026
Guest
Bas Pleune
Bas Pleune, Chief Revenue Officer at Garde and former ContentSquare seller who rebuilt a failing strategic account into a multi‑seven‑figure partnership. He recounts diagnosing a broken implementation, mapping org charts to build trust, orchestrating SDRs/CSMs/pre-sales, leveraging procurement and cloud marketplaces, and using tag-along closes and partner plays to scale wins.
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INSIGHT

Growth Often Beats Refunds As A Remedy

  • Growing the contract can be easier than giving refunds because sellers can offer additional capabilities when customers buy more.
  • Bas told the champion it's easier to compensate by upselling rather than taking money back, leading to a three‑year renewal.
ADVICE

Align Internal Teams By Tying Work To Their KPIs

  • Align internal stakeholders by mapping their KPIs and packaging the work so everyone wins.
  • Bas convinced SDRs to open many smaller opportunities and CSMs to expand users by showing how the account plan helped them hit targets.
ADVICE

Use Short Personalized Looms To Prime Technical Stakeholders

  • Save senior pre-sales time by sending short personalized demo Looms tied to the use case as an opener.
  • Bas used Loom videos labelled with the SE as 'the guy from video' to prime stakeholders before live demos.
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