In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success.

Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations.

🏹 Key Topics Covered:

00:00 - Intro

02:19 - A Scrappy Patch & an Unproven Market

05:11 - The Deal No One Believed In

07:08 - The Pivotal Meeting

08:59 - The Missing ‘Why Now’

10:32 - Finding the Real Champion

11:38 - Everyone Gave Up, But I Had No Choice

13:29 - The Biggest Lesson in Deal Making

💥 3 Biggest Lessons:

1️⃣ Emotional investment can blind you – A deal isn’t real until you align it with the customer’s true business drivers. Personal stakes don’t equal urgency for the buyer.

2️⃣ The "why now" follows the "why anything" – If your deal lacks a compelling reason for change, there is no urgency. Customers must see value beyond just your product.

3️⃣ The real champion is the one who benefits the most – Look beyond those who like your solution. The real decision-maker is the one who gains money, a promotion, or influence. 🙌

Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!

🔗 Episode's Links:

🔹 Connect with Josh Bey – https://www.linkedin.com/in/joshuabey/

🔹 Learn more about Obsidian Security – https://www.obsidiansecurity.com/

🦄 Connect with Hunters & Unicorns:

Website: http://huntersandunicorns.com

Twitter: http://twitter.com/HuntersUn1corns

Instagram: http://instagram.com/huntersandunicorns

Blog: http://huntersandunicorns.com/blog

💬 Notable Quotes: 📢 "If you don’t have a strong enough ‘why anything,’ you’ll never get a ‘why now.’” – Josh Bay 📢 "Customers don’t care about your fiscal year or personal stakes. They care about their business needs." 📢 "Find the champion who has something to gain—more money, a promotion, or expanded control."

#rawstorieslive #softwaresales #huntersandunicorns