How Mavin turned a year-old closed-lost deal into a $1M+ account - by catching a buying committee quietly researching Dropoff's CEO
A major pharmacy account stopped responding. Mavin showed Dropoff's CEO that the prospect's buying committee was researching his team on LinkedIn. They re-engaged and closed the deal.
The deal that went quiet
More than a year ago, Dropoff was in active conversations with a major pharmacy account. The deal was significant. It would become one of their largest accounts if it closed. Sales cycles in logistics run long, and this one was progressing.
The account stopped responding. Dropoff marked it closed-lost and moved on.
What Dropoff didn't know
While the deal sat dormant in their CRM, the prospect's buying committee was researching Dropoff's leadership team on LinkedIn. Multiple people from the account. Multiple profile views over time. The interest was there. Dropoff just couldn't see it.
What Mavin showed them
The change
Dropoff started using Mavin to aggregate LinkedIn research signals across their team: CEO, VP of Sales, and other executives.
What Mavin revealed
As Dropoff's CEO became more active on LinkedIn (speaking at conferences, sharing thought leadership), Mavin started showing buying signals from the pharmacy account:
The pattern others miss
This wasn't casual browsing. When multiple people from the same account research your leadership team over time, that's a buying committee re-evaluating you. Without team aggregation, Dropoff would never have connected these dots.
What Mavin shows
While other tools might show "account-level interest" at best, Mavin showed:
- →Which specific people were researching (names, titles)
- →What they were looking at (CEO, VP Sales)
- →When the research was happening (timing pattern)
- →That it was coordinated (buying committee signal)
“Mavin helped us resurrect a +$1M deal that had been dead for more than 1 year. We saw the prospect's team researching our team, and jumped back in at exactly the right moment. It's now one of our largest, most consistently growing accounts.”
How they re-engaged
Armed with context
Seeing the research pattern, Sean and his VP of Sales coordinated their re-engagement strategy.
The outreach
Instead of cold re-engagement after a year of silence, Dropoff reached out with context:
- →"Saw you've been following our growth..."
- →"Noticed you checked out our recent conference appearances..."
- →Leadership-to-leadership conversation, not sales-to-prospect
The result
The account re-engaged immediately. The sales cycle that had stalled for over a year moved quickly once reactivated. The research signals showed they were already familiar with the solution. They just needed the right moment to move forward.
The outcome
The win
The pharmacy account that was closed as "lost" became:
- →A $1M+ annual contract
- →One of Dropoff's largest accounts
- →Consistently growing revenue
- →A strategic partnership
How Dropoff uses Mavin now
This wasn't just one deal. Dropoff now uses Mavin to:
- →Monitor executive-level research across all target accounts
- →See when closed-lost accounts show renewed interest
- →Leverage their CEO's LinkedIn presence for pipeline
- →Identify buying committees before they make contact
- →Time outreach based on actual interest
The takeaway
What this means
Your target accounts are researching your team on LinkedIn right now. Some are active opportunities. Some are closed-lost deals that aren't actually lost. Some are accounts you've never heard of.
Without visibility into that research (aggregated across your team), you're missing opportunities.
Dropoff could see what others miss. That's how they closed this deal.