Meeting between Dmitri Sunshine and Oliver Sholder

Overview

Oliver Sholder’s consulting firm has closed ~ $7 mi ll i o nin S a l es f orce im pl e m e n t a t i o n / co n s u lt in g w or k, w i t h$ 450,000 closed in the last 60 days
Oliver offers a 10% mutual referral fee agreement with free strategic Salesforce consulting (min 2 hours) for referred prospects
Dmitri shared his new consulting firm focused on operational resilience and fractional CIO/CISO for wealth management
Oliver strongly recommends Apollo IO as the core outbound sales tool — LinkedIn integration, Salesforce syncing, AI-driven email sequences
Oliver offered Dmitri a discounted 5-hour/ $1, 000 s a l esco n s u lt in g p i l o t (n or ma ll y$ 200/hr minimum, bills himself at $1,300/hr for premium clients)
Dmitri is budget-constrained with a newborn coming in mid-May; plans to reconnect in April
Both agreed to exchange referral agreements and marketing collateral (one-pager, pitch deck, website)

Oliver Sholder

Send Dmitri a 10% mutual referral agreement document (36:10)
Email Dmitri a proposal for a five-hour $1,000 sales consulting project and detail scope options (35:40)
Provide Dmitri a discount or partner link for Apollo.io to assist with onboarding (22:15)
Follow up with Dmitri in April to revisit collaboration and progress (29:20)

Dmitri Sunshine

Review and consider Oliver’s referral agreement and sales consulting offer (36:26)
Explore and start using Apollo.io with possible guidance or partner link (22:00)
Send Oliver marketing collateral including one-pager, pitch deck, and website link (36:55)
Reassess financial position and plan to reconnect in April for potential collaboration (31:08)

Oliver’s Consulting Achievements (04:00 - 04:30) — $7 M in c l ose d w or k,$ 450K closed in 60 days, referral-based Salesforce consulting at $200/hr
Referral Fee Agreement (06:00 - 06:30) — 10% mutual referral fee, free strategic Salesforce consulting for referrals
Dmitri’s New Consulting Firm (02:40 - 10:40) — Focus on operational resilience, fractional CIO/CISO, targeting wealth management startups
Partnership Strategies (10:30 - 13:43) — Seeking advice on scaling and sales, aiming for seven-figure revenue in two years
Outbound Sales Tools Discussion (15:40 - 17:00) — Oliver recommends Apollo.io, Dmitri experimenting with data scraping and AI
Apollo’s Capabilities (18:50 - 20:40) — LinkedIn integration, Salesforce syncing, multi-channel outreach sequences
Sales Coaching Offer (26:00 - 28:20) — Structured coaching on messaging and CRM strategy, focus on efficient cold calling
CRM Discussion (24:20 - 25:20) — Dmitri uses ERP Next, Oliver recommends Salesforce’s free tiers (up to 1M leads)
Startup Challenges (30:40 - 31:08) — Balancing runway with incoming newborn, cautious about financial commitments
Exchange of Marketing Materials (29:00 - 36:50) — Oliver offers 10% referral, Dmitri offers 15% founding partner rate
Plans to Reconnect (29:15 - 36:30) — Revisit collaboration in April, Oliver to send follow-up email

Oliver’s firm specializes in Salesforce implementation and optimization, mostly for existing Salesforce users
Business model relies heavily on referrals from Salesforce and other partners
Closed ~ $450, 000 in l a s t 60 d a ys f ro m f i v e hi g h - v a l u e d e a l s (o n e d e a l =$ 400K)
10% mutual referral fee for one year on referred business
Referrals get non-salesy, high-value consulting including strategy and configuration to build trust
Three dedicated cold callers on Oliver’s team book multiple meetings daily using refined scripts and Apollo IO data

Apollo provides accurate contact data, LinkedIn integration, phone calls, and AI-driven email sequencing
Apollo pricing: $60 -$ 100/month plans; Oliver’s team uses ~$90-100/month with two users
Salesforce integration: currently on $25/month version, planning upgrade via partner benefits
Free Salesforce version supports up to 1 million leads — suitable for scaling pipelines
Multi-touch approach: email, LinkedIn, and phone calls to convert cold contacts

Dmitri is pre-revenue, exploring partnerships and sales strategies for initial clients
Goal: seven-figure revenue within two years via security and risk service sprints
Oliver recommends $1,000 pilot project for 5 hours of sales coaching and Apollo setup
Oliver’s usual minimum is $2K but offered reduced rate for a friend/community member
Domain email warm-up takes ~5 weeks; Dmitri already warming up via TrulyInbox

Dmitri offers 15% referral fee for founding partners (vs Oliver’s standard 10%)
Both interested in guild concept for discovery and client matchmaking
Complementary services: Dmitri’s operational resilience + Oliver’s Salesforce/sales consulting
Oliver mentioned Salesforce AI tools (“Agent Force”) aligning with Dmitri’s AI guardrails work

Salesforce consulting, Apollo.io, outbound sales, operational resilience, referral partnerships, CRM strategy