20 min

Ep. 37: How the Deal Was *Not* Done, Navigating Cultural Differences with Colin Specter How the Deal was Done | Deal Stories Podcast

    • Business

Colin Specter shares his experiencing becoming the top seller at his company and a formative deal that he fell short on and what he learned from it.

Background:


Colin Specter started his career in SaaS sales at Namely where he became a top 1% seller and progressed to a leadership role now at Orum.
The deal involved namely, a tech company specializing in HR software, to the CFO of a large financial services company

Challenges:


Failing to better understand a company’s broader culture and norms.
Facing to check overconfidence when a deal seems to be made already

Key learnings:


Research and adapt to the corporate culture and expectations of potential clients, especially regarding dress codes.
Building a strong relationship with various stakeholders, not just the primary contact, to navigate corporate dynamics effectively.

Timestamps:


(0:10:25) Immediate Judgment Based on Attire... Colin describes the moment his attire led to a snap judgment by the CFO.
(0:13:09) Cultural Missteps and Adaptations... Colin discusses adapting to different corporate cultures.
(0:13:56) East Coast vs West Coast Business Culture Differences... Insights into differing business practices between "New York" and "California" businesses and startups.
(0:16:47) Building Partnerships and Networks... The importance of building networks and how past connections influence current opportunities.


(0:19:23) Learning from Losses... Reflecting on how losses can be more memorable and educational than wins.

Resources:

Colin's LinkedIn

The Nazare Wave 

Episode with Ewing Gillaspy

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 Andrew Kappel

Colin Specter shares his experiencing becoming the top seller at his company and a formative deal that he fell short on and what he learned from it.

Background:


Colin Specter started his career in SaaS sales at Namely where he became a top 1% seller and progressed to a leadership role now at Orum.
The deal involved namely, a tech company specializing in HR software, to the CFO of a large financial services company

Challenges:


Failing to better understand a company’s broader culture and norms.
Facing to check overconfidence when a deal seems to be made already

Key learnings:


Research and adapt to the corporate culture and expectations of potential clients, especially regarding dress codes.
Building a strong relationship with various stakeholders, not just the primary contact, to navigate corporate dynamics effectively.

Timestamps:


(0:10:25) Immediate Judgment Based on Attire... Colin describes the moment his attire led to a snap judgment by the CFO.
(0:13:09) Cultural Missteps and Adaptations... Colin discusses adapting to different corporate cultures.
(0:13:56) East Coast vs West Coast Business Culture Differences... Insights into differing business practices between "New York" and "California" businesses and startups.
(0:16:47) Building Partnerships and Networks... The importance of building networks and how past connections influence current opportunities.


(0:19:23) Learning from Losses... Reflecting on how losses can be more memorable and educational than wins.

Resources:

Colin's LinkedIn

The Nazare Wave 

Episode with Ewing Gillaspy

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 Andrew Kappel

20 min

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