💥Clients like EPIC and HASBRO — How to Close a Deal with Industry Giants? | Sales Mates Podcast #63

💸 Hey friends!

In this episode of Sales Mates Podcast, we’re diving into sales in the gaming industry — a space where developers earn top rates, and deals with Epic Games, Hasbro, and Electronic Arts are totally real.

What makes outreach in gamedev different from fintech? Are gaming clients really ready to pay anything for quality teams? And what should a sales rep actually know to sell in this niche — do you need to play games or just write the right emails?

🎮 We break down how to build communication with top-tier gaming clients, what works in outbound strategies for game companies, and how the sales cycle looks for projects that last for years.

🎙 Our guest this time is Alla — a sales pro who’s worked with the biggest names in gamedev and knows exactly how to break into this niche, even without a gaming background.

📌 In this Podcast:

– Intro
– Who is Alla and how she got into gamedev
– How gaming outreach differs from fintech
– Are clients really paying high rates for dev teams?
– How deals with Epic Games, Hasbro, and EA were closed
– Is gaming still growing as an industry?
– Should sales reps go into gamedev and what it takes
– 3 tips for selling to gaming companies
– How not to piss off gaming clients

Summary

This podcast explores the specifics of the gaming industry, different types of companies, and the nuances of outreach and sales in this field. Alla shares her experience working in gamedev, emphasizing the importance of personalization and building connections at conferences.

The conversation covers networking strategies during events, the importance of preparation before meetings, personalized communication, and being open in conversations. Participants share their own experiences attending conferences, the challenges they face, and effective tactics for attracting major clients.

The discussion also highlights the need for extra effort when communicating with clients, modern tools for staying in touch, the current crisis in the gaming industry, and the types of services gaming companies provide. Speakers share insights on how industry shifts impact business and which strategies prove effective.

Additionally, the podcast touches on the challenges and opportunities within the Ukrainian gaming sector, the crucial role of design in a game’s success, and advice for newcomers entering the field. It underscores the importance of networking and adapting to evolving gaming genres.

Takeaways

• The gaming industry has unique characteristics when it comes to sales.

• Outreach in gaming differs significantly from other industries.

• Personalization is a key element of successful outreach.

• Conferences are essential tools for building connections.

• Knowledge of games and genres is critically important for success.

• People in gaming tend to stay in the industry for a long time.

• Success at conferences depends heavily on preparation.

• Gaming company owners often have an informal communication style.

• Outreach via LinkedIn and email has its own specifics.

• It’s important to provide value in communication with potential clients.

• Preparation takes time — ideally, you should start at least a month in advance.

• Being open to communication and chatting with people is crucial.

• You never know who might be next to you — even at the bar.

• At these events, don’t pitch your company too directly.

• Expanding your network is one of the main goals.

• Extra efforts in communication often help close big deals.

• I usually tailor my approach to the client — asking questions and trying to understand them.

• It’s a mismatch to send cartoon-style content if they’re developing a AAA game.

• You should respect people’s time — extra effort in communication can make or break a deal.

• Tools like WhatsApp can sometimes be more effective than email.

• The gaming industry is facing a crisis, partly due to the pandemic’s aftermath.

• 92% of gamers spend time on old games, impacting investment in new ones.

• Service companies can offer a broad range of support to game studios.

• A personalized approach increases trust with clients.

• Game development budgets are rising, making it harder for new projects to compete.

• Mobile games tend to be more successful in Europe.

• Investors are more interested in older, proven projects than new ones.

• Service companies can handle the full game development cycle.

• Porting games to different platforms is a complex process.

• Designers play a crucial role in creating successful games.

• There’s a real demand for game designers in Ukraine.

• Networking is important for career growth in the industry.

• Aggressive outreach isn’t always effective.

• Being empathetic helps in communicating with colleagues.

• Young professionals can grow quickly in the industry.

• Understanding different game genres is essential.

• Statistics show most games don’t become successful.

• Gaming is a dynamic and ever-evolving industry.

🔗 Guest Contacts:

1. LinkedIn
2. Facebook

Hosts – Anton Fedulov and Oleksii Sinichenko.

Get practical tips from two successful sales managers sharing secrets behind their wins, personal stories, and strategies — plus interesting guests, fun stories from daily sales life. Watch & listen online on our YouTube channel: Sales Mates Podcast.

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