How a 27-Page Bid Contract Became a Cartoon — and Won 8 in 10 Deals

Original source: Adem Manderovic | Closed Circuit Selling™ (CCS)
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The insight that nobody reads your proposal — and what to do instead — is the kind of obvious truth that takes years to act on.

How a 27-Page Bid Contract Became a Cartoon — and Won 8 in 10 Deals

As head of sales in banking and insurance, Adem Manderovic noticed that lengthy bid contracts were almost always rejected — because, as he concluded, nobody actually read them. He stripped a 27-page proposal down to two pages of sales copy, then further into an educational cartoon, and asked clients' permission to send it. Eight out of ten recipients returned ready to sign. That experiment became the founding logic of Disruptor.co.

"The marketing that were hamstrung by what they were allowed to do weren't actually hitting the mark of what the customer needed to see and where they needed to see it."

▶ Watch this segment — 4:18

Disruptor.co's 'Commercial Access Gates' Strategy Targets Buyers in Bulk

Rather than pursuing one company at a time, Manderovic's team overlays B2B firmographic data — financials, department growth, past employer affiliations, DISC personality profiles — with B2C data to locate physical or digital spaces where dozens of ideal buyers already gather. He calls these convergence points 'commercial access gates,' and the logic is simple: one well-chosen community or association can deliver fifty decision-makers simultaneously.

"Instead of selling to one company to get 50 seats, we are selling to maybe one person for access to 50 of those management job titles."

▶ Watch this segment — 7:56

Customer Success 'Juniorization' Is Killing Retention, Manderovic Argues

Manderovic traces a common revenue leak back to a structural shift that followed the influential 2011 framework 'Predictable Revenue': customer success roles were progressively filled with junior staff managed by people who had never held a sales position. The result is a team that processes routine tasks but never chases lapsed contracts, pursues renewals, or spots upsell opportunities — a 'leaky bucket' Disruptor.co now offers to plug as a standalone pilot service.

"They're not go-getters, they're only order takers — and on the wayside of that, they're not chasing the existing lapsed contracts, they don't work on renewals, and they don't have any outbound actions for opportunity."

▶ Watch this segment — 20:56

Job Postings as Sales Intelligence: The Trigger Data Manderovic Has Used for 11 Years

Long before data scraping became mainstream, Manderovic was manually mining job postings to decode company intent — distinguishing genuine growth from simple headcount replacement, identifying stated company values, and cross-referencing financial disclosures. Today, his most actionable trigger is a company publicly signalling it needs to 'do more with less,' at which point he pitches replacing nine combined headcount across marketing, sales, and customer success at one-fifth the cost.

"You've got three people in your marketing team, three in your new business team, three in your customer success — if I could do that for one-fifth of the price of all of those, would you like to have a conversation?"

▶ Watch this segment — 16:02

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