Ep. 58: You Don’t have to Discount with David Brock and Guest Host Mitchell Kasprzyk

Solo Ep - End of Year Personal, Professional, and Podcast Wrap-up Update

As 2024 comes to a close, and sights set on 2025, Andrew discusses major life updates including his introduction to fatherhood, his growing and evolving consulting business, and the conclusion of How the Deal was Done Podcast plus what is on the horizon. Interested in developing business cases WITH your champions? Checkout Fluint to do just that. Grab a free download of their top performing sales frameworks and templates. And listen to a few How the Deal was Done eps by visiting: https://www.fluint.io/dealpod Timestamps: 02:57 Consulting & Professional Updates 06:10 Future Plans and New Podcast Concept for 2025 09:01 Gratitude and Acknowledgments Shoutouts: - OrgChartHub: Co-Founders Dan Currin and Austin Birch original supporter and sponsors of How the Deal was Done - Fluint: Nate Nasralla and Ben Wordell current sponsors and partners of the podcast. - Thousands of listeners including over 100+ who have How the Deal was Done as a top podcast - Brett Muni for the support as editor and now Producer of the podcast - Looking for more Sales Podcasts & Content? - checkout Scott Ingram's Sales Success Stories Podcast. https://top1.fm/all-sales-podcast-episodes/

Ep. 58: You Don’t have to Discount with David Brock and Guest Host Mitchell Kasprzyk

Another special guest host episode featuring Mitchell Kasprzyk. In this episode, Dave Brock shares his unique journey into sales, highlighting the importance of understanding customer needs and building trust. He recounts memorable deal stories, particularly focusing on a young salesperson's success through effective coaching. The conversation emphasizes the significance of continuous learning and adapting sales strategies to meet customer expectations, ultimately leading to successful outcomes. Timestamps: 00:00 Introduction to Sales Journey 03:57 Memorable Deal Stories 11:58 Understanding Customer Needs 20:09 Building Trust and Confidence 27:59 Continuous Learning and Adaptation Resources: David Brock on LinkedIn: https://www.linkedin.com/in/davebrock/ [https://www.linkedin.com/in/davebrock/] David’s blog: https://partnersinexcellenceblog.com/ [https://partnersinexcellenceblog.com/] David’s book: https://www.amazon.com/Sales-Manager-Survival-Guide-Lessons/dp/0997560207 [https://www.amazon.com/Sales-Manager-Survival-Guide-Lessons/dp/0997560207] Mitchell on LinkedIn: https://www.linkedin.com/in/mitchell-kasprzyk-3296b898/ [https://www.linkedin.com/in/mitchell-kasprzyk-3296b898/] Questions, comments, ideas - reach out to https://www.linkedin.com/in/andrewkappel/ [https://www.linkedin.com/in/andrewkappel/]

Ep. 57: RFP Turnaround and $5 Million Dollar Deal with Vince Beese

In this episode of the Deal Stories podcast, Vince Beese, a seasoned sales leader with extensive background in sales, shares insights from his career, and focusing on a significant deal he closed with Yahoo. The highlight of this deal is navigating the RFP process, the challenges faced during negotiations, and the importance of alignment and honesty in enterprise sales. Closing it out: Vince emphasizes the need for hustle, persistence, and a clear value prop when closing large deals. Check out SalesHQ next time you are selling/visiting the Raleigh-Durham area! Timestamps: (00:00) Intro to Vince Beese and Sales HQ (02:12) Cheetah Mail Deal Background (04:24) Navigating the RFP: Telling Client What they Don't Want to Hear (08:24) Small Startup - Challenges in Closing the Deal (11:44) Celebrating Success and Reflections (14:06) Key Takeaways for Enterprise Deals Resources: https://www.linkedin.com/in/vbeese/ https://www.saleshq.co Questions, comments, ideas - reach out to https://www.linkedin.com/in/andrewkappel/

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

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 [ https://www.linkedin.com/in/chaspuleo/] * Checkout Run the Hills [https://www.runthehillsco.com/]where Chas releases his newsletter * Find Chas's art online [https://www.chasisart.com/] * Thank you to Fluint for Sponsoring this episode [https://www.fluint.io/dealpod] 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 [https://www.linkedin.com/in/andrewkappel/]

Ep 55. Transformative $5 Million Digital Banking Deal with Chas Puleo

Chas Puleo, a senior sales executive at Alkami, shares his experience in closing a transformative $5 million deal in the digital banking space. This episode covers the challenges of resetting a deal after a key decision-maker was promoted and the importance of business cases in complex sales cycles. Background: * Chas started his career in banking and transitioned into tech sales, currently at Alkami as a senior sales executive. * The deal took over two years, with an internal team evaluation for a digital banking platform at a financial institution. Challenges: * Rebuilding momentum and trust after the main decision-maker was promoted. * Navigating a long, complex sales cycle while maintaining consistent engagement over two years. Key learnings: * Building a collaborative business case with the client ensures alignment and trust. * Leveraging relationships and offering best practices can help smooth long internal evaluations. Timestamps: * 07:15 — Chas's background and entry into tech sales * 12:34 — First contact and prospecting challenges * 21:10 — The importance of building a champion in the client organization * 24:45 — Resetting the deal after a key decision-maker was promoted * 31:12 — Collaborative business cases and their importance in complex sales * 40:50 — The value of integrity and avoiding negative selling * 45:30 — Using imposter syndrome as a superpower * Resources: * Find Chas on LinkedIn [https://www.linkedin.com/in/chaspuleo/] where Chas releases his newsletter * Find Chas's art online at Chasisart.com [https://www.chasisart.com] * Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case [fluint.io/dealpod⁠] that can sell for them when they aren’t in the room.  * Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn [https://www.linkedin.com/in/andrewkappel/⁠]