Ep. 28: Earth Moving Deal with Max Tipton VP, Sales - North America @ Paperless Parts

Max Tipton, VP of Sales North America for Paperless Parts, shares the story behind a transformative deal known as "The Earth Mover".

Background:

• A pivotal deal known as "The Earth Mover."
• The deal was with a major custom part manufacturer in the U.S., aiming to revolutionize their estimation and quoting process.
• This opportunity was significant for Paperless Parts, marking a strategic push into larger market segments.

Challenges:

• High-Level Engagement: Starting the conversation at the CEO level set high expectations for alignment and delivery.
• Defining Success Criteria: The client's initial lack of detailed success and technical requirements posed significant hurdles.
• Build vs. Buy Decision: Convincing the client to choose Paperless Parts' solution over developing an in-house solution.

Key Learnings:

• Executive Bridge Building: Early executive engagement between both companies' CEOs proved critical for trust and alignment.
• Collaborative Requirement Definition: Working closely with the client to detail their success criteria and technical needs was key.
• Strategic Patience: The deal required a balanced approach of maintaining momentum while allowing the client time for internal decision-making.

Timestamps:

• 0:00:00 - Introduction and early strategies in deal-making
• 0:01:27 - Max's journey in sales
• 0:04:23 - Background on the transformative deal
• 0:08:09 - Challenges encountered during the deal
• 0:10:34 - Key strategies used in the deal
• 0:13:03 - Closing strategies and the role of executive relationships
• 0:16:23 - Learnings from the deal and its impact on future sales

Connect with Max and learn more about Paperless Parts on LinkedIn: https://www.linkedin.com/in/maxtipton/

Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at OrgChartHub.com/podcast

Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/