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:

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:

Main Challenges:

Key Learnings:

Timestamps:

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:

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

If so, this is a can’t miss episode about a buyer and seller that did multiple $7-figure enterprise deal to generate 8-FIGURES-WORTH-OF-REVENUE together!

This episode features the deal story for an enterprise-level transaction between AltiSales and IBM including both buyer and seller viewpoints. The episode introduces Ewing Gillapsy, a consultant and an experienced buyer with a background in software procurement and IBM, and Tito Bohrt, CEO of AltiSales.

Timestamps:

Connect on LinkedIn with Ewing: https://www.linkedin.com/in/messagemarketfit/

Connect on LinkedIn with Tito: https://www.linkedin.com/in/titobohrt/

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/

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/

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.

[0:21:02] - Gaining Momentum: gaining traction by aligning with the client's top priorities and business needs.

Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/

Resources from Ian:

Free Enterprise Sales Training:

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/

# TIMESTAMP

1. (0:00:53) - Joe's background as early stage sales expert and multi-time founder.

2. (0:03:26) - How this deal got started through hosted event(s)

3. (0:05:39) - Top-down sales cycle and building trust.

4. (0:09:15) - Joe's insights on running similar plays for early stage startups

Questions, comments, ideas for the podcast? Reach out to Andrew Kappel on LinkedIn

https://www.linkedin.com/in/andrewkappel/