How the Deal was Done | Deal Stories Podcast

In this episode Andrew shares a solo deal story from his consultancy: Benchmark Signal Consulting. Other topics mentioned- podcast growth initiatives including the new YouTube channel and some big upcoming guests. Resources mentioned: https://perell.com/essay/imitate-then-innovate/ Episodes Referenced: https://www.dealstoriespodcast.com/episodes/ep-21-special-edition-buyer-se YouTube: https://www.youtube.com/@HowtheDealWasDone 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/

Jesse Woodbury shares his journey of converting a small proof of concept into a seven-figure deal with a B2C Home Services Company. A deal so impactful it raised the buying company’s share price. This deal is a perfect example of the power of internal champions and genuine customer relationships. Background on Jesse and the deal: Jesse Woodbury is a seasoned sales professional and Sales Players podcast host The lead came inbound from a UX manager who was reaching out to several vendors Deal Challenges: Initial lack of a clear pain point or urgency from the client's side, making it difficult to push for a substantial commitment. Distinguishing their company from the many other vendors in consideration Navigating the complexities of negotiating an unlimited usage pricing model which Jesse’s company did not regularly offer Key Learnings: The importance of building genuine relationships and having an internal champion within the client's organization can significantly influence the deal's outcome. Creative deal structuring and flexibility in pricing can open doors to larger opportunities and partnerships. Persistence and the ability to adapt sales strategies to meet client needs and internal changes can lead to groundbreaking deals. Timestamps: 0:02:24 - Jesse shares his encounter with Tim Ferriss, showcasing his admiration and the unexpected meeting that influenced him. 0:03:43 - Jesse mentions how Dustin Brown, a mentor and friend, has influenced his approach to enterprise selling. 0:08:45 - The background of the deal Jesse is discussing begins, detailing the initial contact with the UX manager from a large B2C Home Services Company. 0:15:39 - Discussion on the transition of the deal from a small proof of concept to a major project with executive involvement, including strategic outreach and negotiation phases. 0:27:21 - Jesse reflects on the impact of the deal, not just on his career but also on the client's business, highlighting the mutual benefits and the importance of relationship-building in sales. 0:29:35 - Closing remarks from Jesse and Speaker C, with an invitation for listeners to connect and explore further content. LinkedIn: https://www.linkedin.com/in/jessewoodbury/ ‘Sales Players’ podcast: https://open.spotify.com/show/1n4giaqOn4KvM9dk8b6Nm2 Jesse referred by Dustin Brown - link to Dustin Brown episode: https://www.dealstoriespodcast.com/episodes/ep-25-expanding-a-fortune-50-a 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/

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/

In this special episode host Andrew Kappel, and producer Brett Muni reflect on some of the most popular episodes so far, explore how these lessons have impacted Andrew's Sales Consulting Business, and enlist the audience to connect with us on LinkedIn to let us know what content has been the most engaging. Timestamps: 0:01:54 - Discussion on the podcast journey and the milestone of 25 episodes 0:04:29 - Insights on enterprise sales, project management, and the impact of big deals 0:10:30 - Introduction to Benchmark Signal Consulting and the Gong audit and optimization offering 0:12:22 - A look into consulting deals and the project 5000 initiative 0:17:33 - The importance of multi-threading and building a strategic sales pipeline 0:19:12 - Closing remarks and invitation for feedback Connect with Andrew Kappel: https://www.linkedin.com/in/andrewkappel/ Connect with Brett: https://www.linkedin.com/in/brettmuni/ Skip Miller with more train analogies: https://www.linkedin.com/posts/skip-miller-a7243_really-its-about-the-trains-here-i-am-activity-6327423369071464448-dfrQ/?originalSubdomain=uk Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at ⁠OrgChartHub.com/podcast

In this special edition, we hear the buyer and seller perspectives on a $1.2 million deal between Uber Eats and the French startup, OCUS. Host Andrew welcomes Russell Bradley-Cook from HubSpot and Chris Mark, a tech strategy operations expert, to share their firsthand experiences and learnings from this transformative deal. Background: The deal was $1.2m between Uber Eats and OCUS, a French startup specializing in scalable photography services. The seller, Russell Bradley-Cook who currently manages HubSpot partnerships in EMEA, was head of enterprise sales at OCUS. Chris Mark was on the buys side of this deal with UberEats. Chris has directed operations with smaller startups as well as Uber and DoorDash Challenges: OCUS was tasked to build a photographer network in the UK to prove themselves as a reliable vendor to UberEats For OCUS to win they needed to create a seamless API integration between OCUS and Uber Eats' systems OCUS used procurement’s pressure to lower pricing as an opportunity to grow the size of the contract. Key Learnings: Understanding the customer's needs and flexibility can outweigh the scale and resources of larger competitors. Sales executives' understanding of technical aspects, such as API integration, can facilitate negotiations of complex deals. Negotiating a payment structure allowed for cash flow to fund projects before delivery and rapidly scale the business Chris Mark on LinkedIn: https://www.linkedin.com/in/cmark33/ Russell Bradley-Cook on LinkedIn: https://www.linkedin.com/in/russellbradleycook/ 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/

Dustin Brown, a seasoned SaaS professional with over 15 years of experience, shares insights from a significant deal with a Fortune 50 company, initially a small 100-user engagement that he expanded to over 1,200 users. Background: Dustin: 15+ years in SaaS, transitioned from small business digital marketing to SaaS platforms. Deal Context: Major deal with a Fortune 50 company, formerly part of Dell, starting from a 100-user engagement. Challenges: Expanding Presence: Limited initial engagement in a large organization (30-40k employees). Operational Complexity: Scaling from small to enterprise-level, integrating with main CRM. Organizational Changes: Navigating pauses and shifts in client’s priorities and structure. Learnings: Relationship Building: Crucial for long-term partnerships, not just immediate sales. Strategic Alignment: Aligning solutions with client’s broader goal to grow from $4 billion to $7 billion in 36 months Continuous Reevaluation: Constantly realigning with client's evolving needs. Sales Philosophy: Sales as an infinite game, focusing on continuous learning and customer needs. Dustin’s LinkedIn: https://www.linkedin.com/in/dustingbrown/ Dustin's New Substack and Podcast: https://diaryofaneliteseller.substack.com/ Resources and Books Mentioned: Selling Above and Below the Line: https://www.amazon.com/Selling-Above-Below-Line-Management/dp/0814434835 How to Win Friends and Influence People: https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034/ref=sr_1_1?crid=12VK4VSYJUFV5&keywords=how+to+win+friends+and+influence+people+Carnegie&qid=1707084640&s=books&sprefix=how+to+win+friends+and+influence+people+carnegie%2Cstripbooks%2C148&sr=1-1 Dustin on Scott Ingram’s podcast: https://top1.fm/episode-136-dustin-brown-top-global-account-executive-at-outreach-on-relationships-giving-and-more/ 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/

Jeff Kirchick, a seasoned software sales professional and author, relates his experience closing a significant deal with a major healthcare company. Jeff shares insights on the importance of relationship-building, understanding customer needs, and strategic partnerships in the sales process. Timestamps: 0:00: Introduction by Andrew 1:00: Jeff Kirchick joins and introduces himself 2:15: Jeff discusses his background and career in software sales 4:06: Insights on building businesses in various US cities 4:45: Jeff sets up the context of the major healthcare deal 10:30: Discussion on the importance of relationship-building in sales 13:10: Episode wrap-up and ways to connect with Jeff Kirchick Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffkirchick/ Check out his award winning book: https://www.amazon.com/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902 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/

Rachel Shi, a strategic account executive at Metadata, recounts a complex, 6-figure deal deal with a publicly traded EdTech company. Rachel has varied experience in tech sales, having worked in various roles and organizations, including Hootsuite and Vidyard, and even founding her own startup. Background: Rachel is a Strategic Account Executive at Metadata, with a background in design, founding a startup, and tech sales Rachel successfully got the deal done selling tech solutions to Docebo, a publicly traded Ed-Tech company providing Main Challenges: 8 month sale cycle with over 15 stakeholders Gaining executive sponsorship, dealing with a software approval committee, and convincing a previously uninvolved Google team to support the Metadata solution. Key Learnings: Nurture your champions Creative tactics to your advantage Focusing on aligning product with need Timestamps: [00:01:00] Rachel's career transition from design to tech sales [00:04:00] Beginning of the deal with Docebo [00:07:00] Challenges in obtaining executive sponsorship and committee approvals [00:10:00] Overcoming the final hurdle with the Google team [00:14:00] Securing the deal and post-deal reflections [00:17:00] Rachel's advice on personal development and sales strategy Connect on LinkedIn with Rachel: https://www.linkedin.com/in/rachshi/ Link to Ep from Scott Ingram Pod: Curiosity, Persistence and 100% Ownership with Rachel Shi: https://top1.fm/episode-123-curiosity-persistence-and-100-ownership-with-rachel-shi/ Rachel Shi Post with Recording of her Champion from Deal: https://www.linkedin.com/posts/rachshi_how-metadata-became-famous-in-docebos-gtm-activity-7137812589400461312-h-jf?utm_source=share&utm_medium=member_desktop 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 - connect with host Andrew Kappel on LinkedIn: **https://www.linkedin.com/in/andrewkappel/**

Jacob Karp, a seasoned enterprise sales expert with a dynamic background in journalism, media, public relations, and a decade in enterprise sales joins Andrew Kappel for this installment of How the Deal Was Done. The episode delves into a significant deal with a Fortune 200 telecommunications company, revealing Jacob's strategic approach to expanding an existing account, overcoming challenges, and securing successful outcomes. Timestamps: 0:00:30 - Introduction of Jacob Karp and episode overview. 0:01:16 - Jacob's background in journalism and sales. 0:06:16 - Background of the featured deal with a telecommunications company. 0:10:47 - Challenges encountered and strategies employed in the deal. 0:18:10 - Long-term strategies and dealing with detractors. 0:20:12 - Jacob's insights on continuous learning and improvement. Connect with Jacob on LinkedIn:  https://www.linkedin.com/in/jacobkarp/ Find his enterprise sales guide here: https://jacobdkarp.com/revenue/ Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at OrgChartHub.com/podcast

Experienced buyer Ewing Gillaspy and AltiSales CEO Tito Bohrt discuss their 7-figure deal at IBM. They cover topics such as vendor competition, reducing risk in business deals, demonstrating product value, key moments in the buying process, and lessons on customer satisfaction and competition in business.