How the Deal was Done | Enterprise Sales 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.

Timestamps - (0:00:29) Matthew Klingner Intro. - (0:03:46) Matthew’s career transition and sales philosophy. - (0:06:39) Differences between transactional and enterprise selling. - (0:11:30) Overview of the multimillion-dollar deal. - (0:17:51) Managing over 100 stakeholders and internal challenges. - (0:20:04) Importance of internal and external champions in closing the deal. - (0:25:18) Matthew’s approach to personal and professional growth. Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthewklingner/ Check out his sales course and coaching here: https://matthewklingner.gumroad.com/l/7FigureSelling 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/

In this episode, Andrew welcomes How the Deal Was Done sponsor, Dan Currin, Co-Founder of OrgChartHub, to discuss how the deal to make this podcast was done and reflect on the journey thus far. Andrew also introduces the people behind the scenes, Brett Muni (Producer) and Bilal (Video and Content Partner), who've helped get this show off the ground and running. Connect on LinkedIn with our sponsor Dan Currin Co-Founder OrgChartHub: https://www.linkedin.com/in/danieljcurrin/ Connect with our Podcast Producer Brett: https://www.linkedin.com/in/brettmuni/ Connect with our Video Content partner Bilal: https://www.linkedin.com/in/iambillal/ Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub has been helping HubSpot customers get big deals done since 2018. Learn more at OrgChartHub.com/podcast Learn more about Bilal's content services at https://iambillal.com/ as well. And link to Editor/Producer Brett’s White Lotus remake trailer ep from his travels in Italy: ⁠https://www.instagram.com/reel/CregQb4Joff/?igsh=MzRlODBiNWFlZA==⁠

Jeff Kirchick, shares his journey and insights on a complex deal between his fintech SaaS co. and a bank. The deal involved complex buying group and multiple challenges with a startup selling into financial services. Resistance to change can be the name of the game. Jeff shares tips to level up engagement and how-to for getting Boardmember and President-level stakeholders involved. If you are interested in hearing how senior-level stakeholders can be utilized strategically to get deals unstuck and converted, check out this episode! 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. Learn more at OrgChartHub.com/podcast Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/

Big Deal Story Alert. Ian, a former #1 enterprise account executive at Salesforce shares his journey from transactional to enterprise selling. He detailed his 8 figure deal with Berkshire Hathaway Home Services, where he faced initial rejection and then re-grouped and re-positioned to land one of the largest deals in Salesforce history. Great story for sellers and leaders to think big for 2024! # Timestamps: [0:01:11] - Background: Ian shares his journey from transactional to enterprise selling. [0:03:25] - Deal Setup: Intro to Account Current State and explaining scale and context of the company (50,000 real estate agents). [0:07:10] - First Challenges: Details on initial challenges and rethinking strategy based on initial rejection in the account. [0:11:43] - Uncovering Larger Needs: identifying broader challenges within client’s organization, going beyond the initial project scope. [0:12:08] - Diving Deep into Client’s Problems: Further exploration of the client's internal struggles and market challenges. [0:19:11] - Selling the Vision: how to sell the change vision. [0:21:02] - Gaining Momentum: gaining traction by aligning with the client's top priorities and business needs. [0:23:18] - Outmaneuvering Competition & Closing the Deal: how Ian positioned Salesforce uniquely, reducing competition. [0:34:03] - Advice for Transitioning Sellers: Ian's advice for transactional sellers looking to move into enterprise selling. Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/ Resources from Ian: Free Enterprise Sales Training: HOW TO MAKE $500,000 TO $1,000,000/YEAR IN TECH SALES Learn more about Ian's Coaching Programs & Community: https://www.untapyoursalespotential.com/ Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at http://orgcharthub.com/podcast Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/