Ep. 29: Outcome of 7-Figure Deal: Increase in Customer Stock Price with Jesse Woodbury

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/