44 episodes

How the Deal was Done | Deal Stories Podcast features fast-paced interviews with top sellers & leaders.

Insights and Inspiration.
1. You will hear the story for how a large deal was won 2. We'll cover the backstory, challenges, and learnings picked up along the way. All in about 15 minutes.

If you have questions or would like to recommend a guest please connect with Andrew Kappel on LinkedIn: https://www.linkedin.com/in/andrewkappel/

How the Deal was Done | Deal Stories Podcast Andrew Kappel

    • Business
    • 4.6 • 7 Ratings

How the Deal was Done | Deal Stories Podcast features fast-paced interviews with top sellers & leaders.

Insights and Inspiration.
1. You will hear the story for how a large deal was won 2. We'll cover the backstory, challenges, and learnings picked up along the way. All in about 15 minutes.

If you have questions or would like to recommend a guest please connect with Andrew Kappel on LinkedIn: https://www.linkedin.com/in/andrewkappel/

    Ep. 44: Fluint Customer Story featuring Greg Crisci Selling with Narrative and Numbers

    Ep. 44: Fluint Customer Story featuring Greg Crisci Selling with Narrative and Numbers

    Greg Crisci discusses his unique approach to selling childcare benefits to enterprises, emphasizing the importance of storytelling and business cases. He shares a notable deal that took over 400 days to close, highlighting the challenges and key learnings from the process.

    Background:


    Greg is an entrepreneur at heart with a history in startups and a focus on selling products and services that make the world a better place.
    The deal involved selling a childcare benefit solution to a mid-market company, primarily driven by employee resource groups and the CEO.

    Challenges:


    Overcoming HR's perception that childcare wasn't a problem due to lack of direct complaints.
    Educating the employee resource group champion on how to present the business case effectively to executives.

    Key learnings:


    Building a strong narrative and concise business case can drive decisions from the top.
    Engaging and educating champions within the organization can be crucial for influencing decision-makers.

    Timestamps:


    (0:01:12) Greg’s background and entrepreneurial journey
    (0:04:25) Current role and responsibilities
    (0:06:46) Explanation of the deal and the solution provided
    (0:08:54) Challenges faced during the deal process
    (0:12:38) Importance of a strong narrative and business case
    (0:17:48) The final steps to closing the deal

    Resources:

    Greg's LinkedIn

    Greg’s podcast

    Fluint's top five frameworks

    Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. fluint.io/dealpod

    Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn

    • 35 min
    Ep. 43: Don't Stop Believing with Scott Ingram

    Ep. 43: Don't Stop Believing with Scott Ingram

    In this episode, Scott Ingram shares his journey through a significant sales deal that not only secured a world-class client but also exemplified the power of teamwork and cultural values. Scott's experience emphasizes the importance of perseverance, client relationships, and leveraging company culture to achieve remarkable sales success.

    Background:


    Scott Ingram is a seasoned sales professional with over 15 years in SaaS sales, and the host of the Sales Success Stories podcast.
    The deal was with a major digital camera manufacturer and was instrumental in Scott's early career success, highlighting his innovative approach to structuring deals and leveraging company culture.

    Challenges:


    The deal faced a critical timing issue, with only days left in the fiscal year to complete the legal review and finalize the agreement.
    Scott had to convince internal stakeholders and navigate the client's internal processes to get the deal approved under a tight deadline.

    Key Learnings:


    The importance of a strong sales culture and rallying internal support can significantly impact the success of a deal.
    Building deep, personal relationships with clients and working collaboratively can lead to long-term success and substantial lifetime value for the company.

    Timestamps:


    (0:01:33) – Scott Ingram's background and career overview
    (0:03:30) – Introduction to the Sales Success Stories podcast
    (0:04:20) – The setup of Scott’s significant deal with a digital camera manufacturer
    (0:07:58) – Key challenges and cultural impacts during the deal
    (0:12:19) – Scott's critical email and the turning point in the deal
    (0:19:01) – Celebrating the deal and its long-term impact
    (0:24:17) – Conclusion and call for top sales performers to share their stories

    Resources: 

    Sales Success Media

    Scott on LinkedIn

    Scott’s Daily Sales Tip #1529 HTDWD

    Evan Kelsay's Top SaaS Deal

    Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell when they aren’t in the room. Check them out at fluint.io/dealpod

    Questions, comments, ideas - reach out to ⁠Andrew Kappel on LinkedIn⁠

    • 26 min
    Ep. 42: Three Week Deal Cycle with Fluint's One-Page Business Case Featuring Jarred Knapp

    Ep. 42: Three Week Deal Cycle with Fluint's One-Page Business Case Featuring Jarred Knapp

    In this episode of "How the Deal Was Done," Jarred Knapp, an enterprise AE at SPS Commerce, shares his journey from kinesiology to sales success. He details closing a 50k ARR deal in just three weeks using Fluint to build a strong business case.

    Background:


    Jarred Knapp transitioned from kinesiology to sales and has been with SPS Commerce for nine years.
    He closed a 50k ARR deal in three weeks by leveraging Fluint to sell compliance in the retail supply chain.

    Challenges:


    Navigating compliance requirements in the retail supply chain.
    Building a compelling business case that stakeholders can easily understand.

    Key Learnings:


    The importance of creating a strong, clear business case.
    Leveraging tools like Fluint to help you write a compelling business case can significantly speed up the sales process.

    Timestamps:

    (0:01:12) - Jarred's background and career journey

    (0:03:13) - Overview of SPS Commerce and Jared's role

    (0:03:26) - Introduction to the 50k ARR deal

    (0:06:04) - Typical vs. accelerated sales cycles

    (0:08:33) - Importance of compliance requirements

    Connect with Jarred Knapp on LinkedIn



    Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. Check out their solution and grab the top 5 frameworks by visiting https://www.fluint.io/dealpod



    Questions, comments, or future guest recommendations- reach out to Andrew Kappel on LinkedIn

    • 14 min
    Ep. 41: Networking, Mentoring, & Getting the Deal with Bijay Mathew

    Ep. 41: Networking, Mentoring, & Getting the Deal with Bijay Mathew

    In this episode of "How the Deal Was Done," Andrew Kappel and Bijay Alex Mathew discuss a major deal with a leading athleisure retailer facilitated through a key partnership. They explore the challenges faced with outdated software and how over-servicing and strong partnerships played a role in closing the deal.

    Background:

    Bijay has 20 years of experience leading sales teams and currently serves as the CRO at Art of Mentoring.


    The deal involved Art of Mentoring's mentoring software platform and was initiated through a referral by a key partner, targeting a large athleisure retailer with a thousand participants across two programs.


    Challenges:

    Demonstrating the capabilities of a new platform while providing access to an outdated sandbox environment.


    Managing complex use cases and ensuring the reassurance needed for a large-scale implementation.


    Key learnings:

    Delivering above and beyond service can differentiate and build trust with clients.


    Warm introductions and strong partnerships significantly ease the go-to-market challenges.


    Timestamps:
    (03:48) Bijay's background leading sellers at big orgs and now international startups plus journey to Austin
    (07:09) Beginning of the deal: initial contact and importance of the strategic 'thought leader' partner
    (08:48) Challenges faced with the sandbox environment and platform transition
    (10:28) Over-servicing to win the deal
    (13:42) Importance of reassurance and client confidence

    Resources:
    Bijay Matthew on LinkedIn

    Questions, comments, ideas - reach out to: [**https://www.linkedin.com/in/andrewkappel/**](https://www.linkedin.com/in/andrewkappel/)

    • 18 min
    Ep. 40: Exec Alignment, Surprise Onsites, and End of Quarter Plays to get the Deal featuring Eric Hamilton

    Ep. 40: Exec Alignment, Surprise Onsites, and End of Quarter Plays to get the Deal featuring Eric Hamilton

    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/

    • 26 min
    Ep 39: Complex International Financial Services Deal with Bion Behdin, Co-Founder and CRO First AML

    Ep 39: Complex International Financial Services Deal with Bion Behdin, Co-Founder and CRO First AML

    In this episode, Bion Behdin, Chief Revenue Officer of First AML, shares insights into winning a near million-dollar deal in the financial services and regulatory tech sector. Bion highlights the importance of strategic client engagement, internal stakeholder management, and leveraging feedback loops to navigate complex sales processes.



    Challenges:


    Securing buy-in amidst global company issues mentioned in the media.


    Managing internal stakeholder concerns and uncertainties about the deal's feasibility and execution.

    Key Learnings:


    Structuring deals with a detailed, proactive approach, including frequent summaries and clear next steps after discussions.


    Emphasize the importance of top company leaders staying close to client interactions and demos to understand customer needs and address potential challenges effectively.

    Timestamps:

    (0:01:44) Background and journey of Bion and First AML.

    (0:07:16) How the deal was initiated through a chance conversation at a pub.

    (0:10:24) Advancing through the RFP process and addressing technical requirements.

    (0:12:11) Importance of involving sales users and navigating internal stakeholder dynamics.

    (0:16:01) Overcoming challenges amid global company issues and internal concerns.

    (0:17:42) Learnings from structuring and negotiating large transactions effectively.



    Resources:

    LinkedIn: Bion Behdin

    Questions, comments, ideas - reach out to: Andrew Kappel

    • 22 min

Customer Reviews

4.6 out of 5
7 Ratings

7 Ratings

Andrew_Kappel ,

Insights and inspiration

Fast-paced, actionable deal stories. Solid for those in complex enterprise sales. The IBM buyer-seller episode was a great one. I think ep 21.

LinkedIn guy ,

Solid for SaaS

Love the cautionary tales and easy to retain lessons

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