Ep. 40: Exec Alignment, Surprise Onsites, and End of Quarter Plays to get the Deal featuring Eric Hamilton How the Deal was Done | Deal Stories Podcast

In this episode, Eric Hamilton, experienced sales leader shares insights on successfully closing a $900k total contract value transaction. And how to navigate a complex deal in the tech industry, emphasizing the importance of customer-centric strategies and teamwork.

Background:

The deal involved an automotive company, took six months to complete, involved multiple stakeholders from the buying and selling side, and was selling a cloud-based software solution.


Challenges:

Integrating the new solution within the client's legacy systems.

Navigating the complex approval processes.

Key Learnings:

The significance of forging strong internal alliances and understanding the client's decision-making process.

The necessity of being ‘persistently pleasant ‘and resilient during prolonged sales cycles.


Timestamps:
(00:05:12) Introduction and Eric’s career background and journey in sales
(00:08:45) Overview of the deal
(00:12:30) Challenges faced during the sales process
(00:16:20) Navigating internal processes
(00:20:55) Competition and Strategy
(00:25:40) Key learnings from the deal
(00:30:15) Final thoughts and advice for sellers

Resources:
LinkedIn: https://www.linkedin.com/in/erichamiltonblueprint/
Book: https://www.thesalesblueprintforsuccess.com/
Instagram: EricHamiltonSalesBlueprint
Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/