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/

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