Ep. 43: Don't Stop Believing with Scott Ingram

In this episode, Scott Ingram shares his journey through a significant sales deal that not only secured a world-class client but also exemplified the power of teamwork and cultural values. Scott's experience emphasizes the importance of perseverance, client relationships, and leveraging company culture to achieve remarkable sales success.

Background:

• Scott Ingram is a seasoned sales professional with over 15 years in SaaS sales, and the host of the Sales Success Stories podcast.
• The deal was with a major digital camera manufacturer and was instrumental in Scott's early career success, highlighting his innovative approach to structuring deals and leveraging company culture.

Challenges:

• The deal faced a critical timing issue, with only days left in the fiscal year to complete the legal review and finalize the agreement.
• Scott had to convince internal stakeholders and navigate the client's internal processes to get the deal approved under a tight deadline.

Key Learnings:

• The importance of a strong sales culture and rallying internal support can significantly impact the success of a deal.
• Building deep, personal relationships with clients and working collaboratively can lead to long-term success and substantial lifetime value for the company.

Timestamps:

• (0:01:33) – Scott Ingram's background and career overview
• (0:03:30) – Introduction to the Sales Success Stories podcast
• (0:04:20) – The setup of Scott’s significant deal with a digital camera manufacturer
• (0:07:58) – Key challenges and cultural impacts during the deal
• (0:12:19) – Scott's critical email and the turning point in the deal
• (0:19:01) – Celebrating the deal and its long-term impact
• (0:24:17) – Conclusion and call for top sales performers to share their stories

Resources: 

Sales Success Media

Scott on LinkedIn

Scott’s Daily Sales Tip #1529 HTDWD

Evan Kelsay's Top SaaS Deal

Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell when they aren’t in the room. Check them out at fluint.io/dealpod

Questions, comments, ideas - reach out to ⁠Andrew Kappel on LinkedIn⁠