Ep. 23: Winning Complex Buying Processes, a 6-figure Deal with Rachel Shi

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/**