How the Deal was Done | Deal Stories Podcast

As 2024 comes to a close, and sights set on 2025, Andrew discusses major life updates including his introduction to fatherhood, his growing and evolving consulting business, and the conclusion of How the Deal was Done Podcast plus what is on the horizon.Interested in developing business cases WITH your champions? Checkout Fluint to do just that. Grab a free download of their top performing sales frameworks and templates. And listen to a few How the Deal was Done eps by visiting:https://www.fluint.io/dealpodTimestamps: 02:57 Consulting & Professional Updates06:10 Future Plans and New Podcast Concept for 202509:01 Gratitude and AcknowledgmentsShoutouts:- OrgChartHub: Co-Founders Dan Currin and Austin Birch original supporter and sponsors of How the Deal was Done- Fluint: Nate Nasralla and Ben Wordell current sponsors and partners of the podcast.- Thousands of listeners including over 100+ who have How the Deal was Done as a top podcast- Brett Muni for the support as editor and now Producer of the podcast- Looking for more Sales Podcasts & Content? - checkout Scott Ingram's Sales Success Stories Podcast. https://top1.fm/all-sales-podcast-episodes/

Another special guest host episode featuring Mitchell Kasprzyk. In this episode, Dave Brock shares his unique journey into sales, highlighting the importance of understanding customer needs and building trust. He recounts memorable deal stories, particularly focusing on a young salesperson's success through effective coaching. The conversation emphasizes the significance of continuous learning and adapting sales strategies to meet customer expectations, ultimately leading to successful outcomes. Timestamps: 00:00 Introduction to Sales Journey 03:57 Memorable Deal Stories 11:58 Understanding Customer Needs 20:09 Building Trust and Confidence 27:59 Continuous Learning and Adaptation Resources: David Brock on LinkedIn: https://www.linkedin.com/in/davebrock/ David’s blog: https://partnersinexcellenceblog.com/ David’s book: https://www.amazon.com/Sales-Manager-Survival-Guide-Lessons/dp/0997560207 Mitchell on LinkedIn: https://www.linkedin.com/in/mitchell-kasprzyk-3296b898/ Questions, comments, ideas - reach out to https://www.linkedin.com/in/andrewkappel/

In this episode of the Deal Stories podcast, Vince Beese, a seasoned sales leader with extensive background in sales, shares insights from his career, and focusing on a significant deal he closed with Yahoo. The highlight of this deal is navigating the RFP process, the challenges faced during negotiations, and the importance of alignment and honesty in enterprise sales. Closing it out: Vince emphasizes the need for hustle, persistence, and a clear value prop when closing large deals. Check out SalesHQ next time you are selling/visiting the Raleigh-Durham area! Timestamps: (00:00) Intro to Vince Beese and Sales HQ (02:12) Cheetah Mail Deal Background (04:24) Navigating the RFP: Telling Client What they Don't Want to Hear (08:24) Small Startup - Challenges in Closing the Deal (11:44) Celebrating Success and Reflections (14:06) Key Takeaways for Enterprise Deals Resources: https://www.linkedin.com/in/vbeese/ https://www.saleshq.co Questions, comments, ideas - reach out to https://www.linkedin.com/in/andrewkappel/

Chas Puleo, Senior Sales Executive at Alkami, returns to in this follow-up episode to last week's conversation (Ep. 55) to discuss the closing of a 2-year, $5 million digital banking. He highlights the importance of aligning with the client’s business needs and the role of executive involvement in moving large deals forward. Background: Chas has been a Senior Sales Executive at Alkami for five an years selling digital banking solutions to U.S. financial institutions. The $5 million deal took over two years to close, involved multiple C-suite executives, and was for digital banking solutions. Challenges: The primary contact in the deal was promoted mid-process, requiring Chas to rebuild the relationship with a new champion from scratch. Timing conflicts at a key conference led to difficulties in securing critical face-to-face meetings with the client. Key learnings: Building strong relationships based on trust and transparency is crucial for closing major deals. ​Involving the C-suite early and maintaining their engagement throughout the process can greatly improve your chances of success. Timestamps: (01:12) Keys to success in the deal. (03:40) Positioning yourself as a partner vs. vendor. (06:53) Relationship building with trust and transparency. (08:52) Importance of executive leadership involvement. (14:45) Internal deal briefings and executive communication strategy. (20:15) Challenges of partner vs. vendor positioning. (26:21) Significance of texting in building client relationships. Resources ​Find Chas on LinkedIn Checkout Run the Hills where Chas releases his newsletter Find Chas's art online Thank you to Fluint for Sponsoring this episode They help sellers build a business case that cvan sell for them even when they aren’t in the room.  Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn

Chas Puleo, a senior sales executive at Alkami, shares his experience in closing a transformative $5 million deal in the digital banking space. This episode covers the challenges of resetting a deal after a key decision-maker was promoted and the importance of business cases in complex sales cycles. Background: Chas started his career in banking and transitioned into tech sales, currently at Alkami as a senior sales executive. The deal took over two years, with an internal team evaluation for a digital banking platform at a financial institution. Challenges: Rebuilding momentum and trust after the main decision-maker was promoted. Navigating a long, complex sales cycle while maintaining consistent engagement over two years. Key learnings: Building a collaborative business case with the client ensures alignment and trust. Leveraging relationships and offering best practices can help smooth long internal evaluations. Timestamps: 07:15 — Chas's background and entry into tech sales 12:34 — First contact and prospecting challenges 21:10 — The importance of building a champion in the client organization 24:45 — Resetting the deal after a key decision-maker was promoted 31:12 — Collaborative business cases and their importance in complex sales 40:50 — The value of integrity and avoiding negative selling 45:30 — Using imposter syndrome as a superpower Resources: Find Chas on LinkedIn where Chas releases his newsletter Find Chas's art online at Chasisart.com Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room.  Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn

Quick episode here. Talking a bit behind the scenes of 'how' the new Leader Leverage Podcast came to be. You can find link to the YouTube of Ep 1 of Leader Leverage Podcast below. Also, you can checkout the new Substack newsletter that goes along with it. Thanks for listening and your support! Link to Leader Leverage Podcast ep 1 now available on YouTube

Starting by handing out flyers in grocery stores, Rob DeSantis worked his way to become a world-class seller, co-founder, and angel investor. Rob is a Co-Founder at Ariba (IPO & Acquired by SAP), early Board Member at LinkedIn, and currently a hands-on startup advisor/investor. Sales has been at the center of his success, and in this interview, Rob shares the most memorable deal and the learnings he has picked up throughout his career. For salespeople, Rob offers advice and tactics that have driven his unrivaled success. For everyone, Rob shares his perspective on how to live a hard-working, happy and purpose-driven life. For Rob, that purpose drives him to continually be a builder of companies, a competitive athlete, and a proud family man and father. Chapter Markers: 0:00:00 - Intro 0:00:39 - Sales Origins 0:16:27 - Ariba Beginnings 0:23:49 - The $10 Million Dollar Phillips Deal 0:41:17 - Money & Time 1:03:53 - Advice 1:13:09 - Legacy A special thank you to Gary Griffith who helped create the opportunity for us to share Rob's inspiring story. Check out the video version of this podcast on YouTube To learn more about How the Deal was Done Podcast - you can subscribe at www.DealStoriesPodcast.com or reach out to host Andrew Kappel on LinkedIn

Check out the Full Length Episode on YouTube where Rob shares the deal stories that standout from his illustrious career so far. Questions, comments, ideas - reach out to ⁠⁠⁠Andrew Kappel on LinkedIn⁠

Mitchell Kaspryzk re-joins the podcast this time as a guest host featuring a discussion with renowned sales expert Andy Paul. Andy shares insights from his extensive career and delve into a challenging deal involving the development of real-time entertainment systems for commercial airplanes, highlighting the importance of trust and understanding in sales. 
 Background: Andy Paul has had a long and diverse career in sales, authoring several books and hosting successful podcasts. 
 The deal involved selling a complex real-time entertainment system to a Fortune 500 media company, which required custom development and cost approximately $12 million. 
 Challenges: The company made a critical pricing error, requiring them to double the cost at the last minute. 
 The deal involved creating a product that didn't yet exist, necessitating true collaboration with the buyer. 
 Key Learnings: Building and maintaining trust is crucial, especially when unexpected challenges arise. 
 Sales success often hinges on deeply understanding the customer's needs and being adaptable in addressing them. 
 Timestamps: (02:37) Andy Paul's entry into sales (05:05) Initial connection with the big media company (08:37) Technical challenges in developing the product (12:21) Critical pricing error and how it was handled (17:18) Importance of the buyer’s experience with the seller (27:30) The value of deep understanding in sales 
 Resources:
 Follow ⁠Mitchell Kasprzyk on LinkedIn⁠ Follow ⁠Andy Paul on LinkedIn⁠Thank you to ⁠Fluint⁠ for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room.  Check out their solution here: ⁠fluint.io/dealpod Questions, comments, ideas - reach out to ⁠⁠Andrew Kappel on LinkedIn⁠

Ian McDonald shares a large deal, where his company first landed the initial product sale, and the process of working hard to make them into a successful multi-product and platform customer .
Background:Ian McDonald is currently an AE manager at Gong with prior sales experience, at LinkedIn and CEB​Ian shares a past deal including the account management tactics used to expand a customer.
Background:​Covers deal setup and the process and relationship development with the AE who won the new logo and the championChallenges:​Aligning customer's needs with Gong's product roadmap​Coordinating with internal leadership to build trust and relationships with the customerKey Learnings:​Focus on being a trusted partner to help overcome speed bumps in the deal cycleKnow the skills that you need and work backwards to develop those skills
Timestamps:(02:00) - Ian's career journey so far(03:15) - Start of the deal(05:40) - Main challenges in the deal(08:15) - Expanding the deal(10:30) - Strategies for getting better(13:50) - Connect with Ian 
Resources:Connect with Ian on LinkedInLearn more about LeaderLevThank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. fluint.io/dealpodQuestions, comments, ideas - reach out to: ⁠Andrew Kappel