How the Deal was Done | Deal Stories Podcast

Ep. 56: Part II - $5 Million Digital Banking Deal with Chas Puleo

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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


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            How the Deal was Done | Deal Stories PodcastBy Andrew Kappel