Shows
Building the BasicsIntroduction To HuntingIn this episode, we are joined by Andrew Kappel to discuss the many facets of hunting. With more than 15 years of experience, Andrew will help new hunters understand the process of getting your hunter certification, get you thinking about different types of prey, what gear you need on different types of hunts, dressing the animal, and more! To email us questions or provide feedback: info@buildingthebasicspodcast.com Visit us on Instagram: https://www.instagram.com/buildingthebasicspodcast/
2025-08-201h 28
Nuanez NowNuanez Now July 23, 2025 - Hour 2 - Justin Wetzel, Kougar KappelCut Bank native Justin Wetzel, who coaches for the Indiana Pacers' G League team and had a front-row seat to the NBA Finals, joins the show for an insightful ESPN Roundtable. Plus: Andrew Houghton catches up with Red Lodge football star and Griz commit Kougar Kappel.
2025-07-2446 min
All 10s PodcastSpecial Guest: Andrew Kappel of LeaderLevEffective and efficient customer acquisition is critical for scaling a business. Andrew Kappel of LeaderLev joins Clay and Josh to discuss his proven process of working with sales and marketing leaders to align their teams, benchmark performance, and design roadmaps to help them create, convert, and expand their acquisition pipelines.
2025-07-2320 min
How I Started PodcastEp. 12: Todd Caponi - Journey from Sales Leader to Author, Speaker, and Sales HistorianIn this episode of How I Started, host Andrew Kappel interviews Todd Caponi, author of The Transparency Sale and founder of Sales Melon, a sales training and keynote business built around behavioral science and honesty in selling.Todd shares his unorthodox journey—from tech sales rep to SVP of Sales, to CRO of Chicago’s fastest-growing tech company, and eventually quitting to write a book after a surprising buyer behavior study changed his worldview. He explains how embracing transparency in sales not only feels better but actually improves conversion rates.Todd also dives into his roll...
2025-07-1131 min
Theology for the CuriousEp.126 - The Road to Reformation: Zwingli and the Swiss ReformationClick here to text us your thoughts and questions!Who was Ulrich Zwingli? How does a priest, turned soldier, turned protester, turned reformer, end up dead on a field in a five kilometre square piece of land in the Swiss town of Kappel? What were the forces, the difficulties and conflicts, and the significant personalities that came to bear on Zwingli? Who were his supporters and how dangerous were his enemies? This week the Curious team take a look at the phenomenon that was the Swiss reformation, reflecting on the significant role Ulrich Zwingli came...
2025-06-1846 min
How I Started PodcastEp. 11: David Politis, Entrepreneur, Founder, and Creator: Not Another CEO | How I StartedIn this engaging episode, host Andrew Kappel chats with David Politis, a serial entrepreneur and multi-time founder. David shares his journey from growing up around his entrepreneurial father to founding and scaling companies, including his experiences with Not Another CEO and BetterCloud.Key Highlights:- Starting Out: David's early exposure to entrepreneurship and his first CEO role at age 23.- Building Not Another CEO: How he is learning from CEOs at scale via podcasts with dozens of company leaders and a community of CEOs sharing real insights and support.
2025-06-1353 min
How I Started PodcastEp.10: Jared Gibson, Co-Founder Outworks - Path to Entrepreneurship and the LinkedIn JourneyIn this episode of the How I Started Career Stories podcast, I sat down with Andrew Kappel to share the story behind launching Outworks—a content agency helping founders and executives consistently show up on LinkedIn.I talked about how I made the leap from a 15-year sales career into entrepreneurship, what it was like juggling two calendars while secretly building a company on the side, and the real tipping point that pushed me to go all in. Spoiler: it involved a terrible acquisition and one unforgettable LinkedIn post that read: “There’s never a perfect time to sta...
2025-05-0224 min
How I Started PodcastEp. 9: Ryan Allis, Serial Entrepreneur and Co-Founder of iContact ($169M) ExitIn this episode of the How I Started Career Stories podcast, Ryan Allis shares how he co-founded iContact at 18, scaled it to over $50 million in annual revenue, and exited for $170 million—all before turning 30. He dives into the scrappy tactics that helped him land the first 1,000 customers, how understanding customer lifetime value fueled growth, and why he chose to walk away from corporate life to build community-first ventures. Ryan also discusses his current work with SaaSRise and GrowthRise—digital-first communities supporting SaaS founders and B2B growth leaders—and reflects on what it really takes to build and sc...
2025-04-2533 min
How I Started PodcastEp. 8: Alec Sharp | a 4+ Decade Independent Consulting JourneyIn this episode of the How I Started Career Stories podcast, Alec Sharp shares his extensive journey as an independent consultant over the past 4+ Decades. He discusses his early career experiences, the transition to independent consulting, and the innovative approaches he developed in data modeling. Alec emphasizes the importance of focusing on the people who do the work and how his business model revolves around consulting, developing intellectual property, and delivering value through teaching. He reflects on the evolution of data modeling needs and concludes with insights on maintaining a successful independent consulting practice.
2025-04-1830 min
How I Started PodcastEp. 7: Greg DiFraia CEO, inlayer from Big Companies to Fast Growing StartupsIn this episode of How I Started, host Andrew Kappel interviews Greg DiFraia, the CEO of Inlayer and a longtime technology leader with a career spanning Dell EMC, Turbonomic, Scality, and beyond. Greg shares his remarkable journey from starting in sales and operations roles at small tech resellers to leading emerging technology groups inside one of the world’s largest tech companies—and eventually stepping into the CEO seat at a fast-growing startup.Greg dives into the experiences that shaped his leadership philosophy, including the critical role of mentorship, the importance of building deep tech...
2025-04-1128 min
How I Started PodcastEp. 6: Barry Rhein - A Career of Selling and Living Through CuriosityIn this episode of How I Started, host Andrew Kappel interviews Barry Rhein, the founder of Selling Through Curiosity and a faculty member at Stanford Business School. Barry shares his unorthodox journey from teenage entrepreneur with no college degree to becoming a renowned sales trainer and educator for Silicon Valley’s top companies.Barry dives into the personal and professional experiences that shaped his life—from selling fishing worms and training dogs as a kid, to being fired repeatedly for questioning traditional sales models. He eventually launched his own sales training business built on an audacious offer: "Only...
2025-04-0434 min
How I Started PodcastEp. 5: Matt Bolian - West Point to Corporate to Startup FounderIn this episode of How I Started, host Andrew Kappel interviews Matt Bolian, co-founder of Supered, a platform focused on transforming service delivery for HubSpot partners and beyond. Matt shares his unique journey from West Point graduate and military intelligence officer to revenue operations leader, agency founder, and now tech entrepreneur.Matt dives into the lessons learned from his time in the military, including pattern recognition, decision-making under uncertainty, and leadership in high-stakes environments—skills that later shaped his approach to RevOps and business consulting. He talks about launching and scaling RevPartners, one of the fastest-growing HubSpot pa...
2025-03-2731 min
How I Started PodcastEp. 4 Brad McClleland: from CEO Intern to Robotics to RevenueForce.io RevOps Business OwnerIn this episode of How I Started, host Andrew Kappel interviews Brad McClelland, founder of RevenueForce.io, a consulting firm specializing in RevOps and commercial maturity. Brad shares his unconventional career journey, from working at a tech startup, PeopleMatter, to leading sales at a cell phone repair franchise, and then transitioning into consulting for private equity-backed SaaS and services companies.He discusses the power of mentorship, the importance of process optimization, and how his experience across B2B, B2C, consulting, and even robotics has shaped his approach to solving business challenges. The conversation also explores the...
2025-03-1024 min
How I Started PodcastEp. 3 Parker Dewey Founder & CEO Jeffrey Moss: Fixing College to Career with Micro InternshipsIn this episode, Andrew Kappel interviews Jeffrey Moss, the founder of Parker Dewey, a company focused on bridging the gap between college and career through micro internships. Jeffrey shares his journey from investment banking to education technology, highlighting the challenges students face in securing internships and the biases employers have in hiring. He discusses the inception of Parker Dewey as a solution to these issues, creating low-stakes opportunities for students to gain experience while providing employers with a better way to assess talent. The conversation also touches on the growth of the company and...
2025-02-2839 min
How I Started PodcastEp.2 Omeed Tabiei: The Coolest Lawyer - Politics, Startups, and accidental Law Firm OwnerIn this episode, Andrew Kappel interviews Omeed Tabiei, a lawyer and entrepreneur, who shares his unexpected journey from aspiring public defender to multi-time startup founder, and now law firm owner. Omeed discusses the serendipitous events that shaped his career, his experiences in politics and tech, and the lessons learned from his entrepreneurial ventures. He emphasizes the importance of quick wins, the iterative nature of starting a business, and reflects on how he would have approached his career differently. The conversation highlights the intersection of law and entrepreneurship, providing valuable insights for aspiring founders and legal professionals alike.
2025-02-2137 min
How I Started PodcastEp.1: How I Started with Dan Currin, Co-Founder OrgChartHubIn this inaugural episode of the How I Started Career Stories podcast, host Andrew Kappel interviews Dan Currin, co-founder of OrgChartHub and GeoMapper. Dan shares his entrepreneurial journey, starting from his early aspirations in university, through his experiences at Enterprise Rent-A-Car, and into the startup world. He discusses the importance of cultural exposure, the challenges of transitioning from a corporate job to a startup, and the lessons learned from his various ventures. The conversation highlights the significance of patience and understanding customer needs in building successful businesses, as well as the exciting future ahead for OrgChartHub and GeoMapper.
2025-02-1824 min
How the Deal was Done | Deal Stories PodcastSolo Ep - End of Year Personal, Professional, and Podcast Wrap-up UpdateAs 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
2024-12-2311 min
How the Deal was Done | Deal Stories PodcastEp. 58: You Don’t have to Discount with David Brock and Guest Host Mitchell KasprzykAnother 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...
2024-10-2839 min
How the Deal was Done | Deal Stories PodcastEp. 57: RFP Turnaround and $5 Million Dollar Deal with Vince BeeseIn 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...
2024-10-2118 min
How the Deal was Done | Deal Stories PodcastEp. 56: Part II - $5 Million Digital Banking Deal with Chas PuleoChas 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:
Th...
2024-09-3034 min
GTM LiveRV212 - From Solo Consultant to Industry Leader: Chris Walker on the Leader Leverage PodcastChris joined Andrew Kappel, host of the Leader Leverage Podcast, to talk about his transition into a leadership role and how that’s affected his perspective on GTM strategies. Chris outlines the critical leverage points in early-stage businesses and emphasizes the significant impact of engaging with actual customers to refine products and services. He discusses the foundation of Passetto, explaining how it merges financial and go-to-market data to enable CEOs and CFOs to make strategic decisions based on comprehensive, real-time insights. Key Takeaways:Leverage Points in Business Development: Listening to customers and iterating based on the...
2024-09-1719 min
How the Deal was Done | Deal Stories PodcastEp 55. Transformative $5 Million Digital Banking Deal with Chas PuleoChas 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...
2024-09-1636 minHow the Deal was Done | Deal Stories PodcastEp. 54: How the New Leader Leverage Podcast was StartedQuick episode here. Talking a bit behind the scenes of 'how' the new Leader Leverage Podcast came to be.
You can find link to the YouTube of Ep 1 of Leader Leverage Podcast below.
Also, you can checkout the new Substack newsletter that goes along with it.
Thanks for listening and your support!
Link to Leader Leverage Podcast ep 1 now available on YouTube
2024-09-0905 min
How the Deal was Done | Deal Stories PodcastEp. 53: Million Dollar Deal, Billion Dollar Outcomes with Rob DeSantisStarting by handing out flyers in grocery stores, Rob DeSantis worked his way to become a world-class seller, co-founder, and angel investor.
Rob is a Co-Founder at Ariba (IPO & Acquired by SAP), early Board Member at LinkedIn, and currently a hands-on startup advisor/investor.
Sales has been at the center of his success, and in this interview, Rob shares the most memorable deal and the learnings he has picked up throughout his career.
For salespeople, Rob offers advice and tactics that have driven his unrivaled success.
For everyone, Rob shares his perspective on how to live a hard-working, happy...
2024-09-031h 17How the Deal was Done | Deal Stories PodcastTeaser - Preview of Million Dollar Deal Billion Dollar Outcomes Ep featuring Rob DeSantis out now on YouTubeCheck out the Full Length Episode on YouTube where Rob shares the deal stories that standout from his illustrious career so far.
Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn
2024-08-2604 min
How the Deal was Done | Deal Stories PodcastEp. 52: Airline Innovation Deal Featuring Guest Host & Sales Expert Andy PaulMitchell Kaspryzk re-joins the podcast this time as a guest host featuring a discussion with renowned sales expert Andy Paul. Andy shares insights from his extensive career and delve into a challenging deal involving the development of real-time entertainment systems for commercial airplanes, highlighting the importance of trust and understanding in sales.
Background:
Andy Paul has had a long and diverse career in sales, authoring several books and hosting successful podcasts.
The deal involved selling a complex real-time entertainment system to a Fortune 500 media company, which required custom development and...
2024-08-1932 min
How the Deal was Done | Deal Stories PodcastEp. 51: Turning a Customer into a Platform Champion with Ian McDonaldIan McDonald shares a large deal, where his company first landed the initial product sale, and the process of working hard to make them into a successful multi-product and platform customer .
Background:Ian McDonald is currently an AE manager at Gong with prior sales experience, at LinkedIn and CEBIan shares a past deal including the account management tactics used to expand a customer.
Background:Covers deal setup and the process and relationship development with the AE who won the new logo and the championChalleng...
2024-08-1214 min
How the Deal was Done | Deal Stories PodcastEp. 50: Bottom up and top down 6-figure deal and career learnings featuring Chris OrlobEpisode 50. Thank you for listening this far. More to come!In this episode we welcome Chris Orlob who shares his boomerang journey from seller to startup founder to SaaS sales leader and now back to startup founder. For the deal we cover a recent $110,000 win for his current startup Pclub.io
Background:Chris identifies more as an entrepreneur than a sales leader, having started his career at InsideSales.com and later founding startups like Conversature and Pclub.ioThe deal involved selling Pclub's skill transformation platform to a mark...
2024-08-0525 min
How the Deal was Done | Deal Stories PodcastEp. 49: Fluint Customer Story - Patiently Selling an Industry Giant with Hailey Ben-IzhakHaley Ben-Izhak shares insights into closing a significant deal with a top home care provider in the US, highlighting the challenges and strategies involved.
Background:
Haley Ben-Izhak is an enterprise & large account executive for Nevvon; she has a background in advertising sales, event marketing, and is also a business owner.
Nevvon is an online training platform for the home care industry
Challenges:
Long sales cycle over two+ years
Various starts and stops and executive turnover
Need to align with the client’s budgeting periods and fit into larger software migration a la implementation of a...
2024-07-2920 min
How the Deal was Done | Deal Stories PodcastEp. 48: Embrace Outliers, Move Quick, and Win with Caleb KingCaleb King, a founding Account Executive at Supered, discusses an unusual yet highly successful deal from his time at HubSpot, emphasizing the importance of recognizing and handling outliers in sales processes. The deal involved a large multinational company and was closed in just two weeks.
Background:
Caleb King was a channel account manager at HubSpot working with agency and consulting partners
Now, Caleb also works with HubSpot partners as a Founding Account Exec at Supered.
The deal involved a large multinational company, closed in two weeks, and accounted for 95% of Caleb's monthly quota.
Challenges:
...
2024-07-2215 min
How the Deal was Done | Deal Stories PodcastEp. 47 Fluint Customer Story: The What, How, and Who Business Case with Mitchell KasprzykMitchell Kasprzyk, VP of Sales at Compyl, shares a pivotal deal story that led to a significant funding round for his organization. His journey from opera singer to sales leader adds a unique twist to his approach and philosophy in selling.
Background:
Mitchell Kasprzyk started his career as an opera singer before transitioning to sales, now serving as VP of Sales at Compyl.
The deal involved a significant round of funding for Compyl, initiated through a first call with the CTO of a larger parent organization.
Challenges:
The CTO's initial resistance, stating he didn't...
2024-07-1523 min
How the Deal was Done | Deal Stories PodcastEp. 46: Fluint Customer Story: The Business Case to Win a Fortune 500 Deal with Samantha PriceSamantha Price shares her career journey from journalism to sales and details a recent significant deal she closed at Persefoni. She highlights the unique challenges of selling sustainability software to Fortune 500 companies and the strategies she uses to succeed.
Background:
Samantha transitioned from journalism to sales and now works at Persefoni, focusing on environmental sustainability.
She closed a sustainability software deal with a Fortune 500 company; utilizing the Fluint one-page business case to simplify the process by aligning both internal and external stakeholders.
Challenges:
Selling sustainability software to buyers unfamiliar with purchasing software.
Navigating the complexities of budget approval and competitive...
2024-07-0819 min
How the Deal was Done | Deal Stories PodcastEp. 45: Breaking the Model and Getting Deals Done with Organic Social featuring Entrepreneur Adam RobinsonWelcome to a special, non-traditional episode with founder Adam Robinson. His perspectives around organic/social marketing and product lead growth (PLG) have guided the success of his software startups.
B2B sellers may learn techniques from Adam's approach to improve his companies' prospecting and sales process execution.
Key Topics:
Adam's experience with building and growing his companies, including his approach to B2B sales and marketing
Adam's use of social media and content creation to drive awareness and build his personal brand
The importance of being adaptable and willing to iterate
...
2024-06-2418 min
How the Deal was Done | Deal Stories PodcastEp. 44: Fluint Customer Story featuring Greg Crisci Selling with Narrative and NumbersGreg 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...
2024-06-1735 min
How the Deal was Done | Deal Stories PodcastEp. 43: Don't Stop Believing with Scott IngramIn 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...
2024-06-1026 min
How the Deal was Done | Deal Stories PodcastEp. 42: Three Week Deal Cycle with Fluint's One-Page Business Case Featuring Jarred KnappIn 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...
2024-06-0314 min
Daily Sales TipsNavigating Cultural Differences - Andrew Kappel and Colin Specter"Do your research on the culture of the business that you're walking into." - Andrew Kappel and Colin Specter in today's Tip 1753 How is your deal going? Have you done your research? Join the conversation at DailySales.Tips/1753 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm
2024-05-3104 min
How the Deal was Done | Deal Stories PodcastEp. 41: Networking, Mentoring, & Getting the Deal with Bijay MathewIn 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...
2024-05-2718 min
How the Deal was Done | Deal Stories PodcastEp. 40: Exec Alignment, Surprise Onsites, and End of Quarter Plays to get the Deal featuring Eric HamiltonIn 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...
2024-05-2026 min
The Sales EvangelistAndrew Kappel | My One-Page Business Case To Win Executive Buyin Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up. Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now! Andrew Kappel’s Background He has a decade of experience in sales consulting and speci...
2024-05-1321 min
How the Deal was Done | Deal Stories PodcastEp 39: Complex International Financial Services Deal with Bion Behdin, Co-Founder and CRO First AMLIn 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...
2024-05-1322 min
How the Deal was Done | Deal Stories PodcastEp. 38: Rep Boomerang 7-figure Transformation Deal featuring Shawn CurtisShawn Curtis shares an intense negotiation involving a high-stakes deal at Spreedly, a payments orchestration company. He discusses overcoming internal challenges, strategic decision-making, and lessons learned from pivotal career transitions.
Background:
Shawn Curtis transitioned from a U.S. Navy career to sales, eventually becoming the first enterprise salesperson at Spreedly.
The deal involved a major media conglomerate looking to expand internationally, challenging Spreedly's existing payments infrastructure; it took six months to complete with multiple team members involved in the negotiation.
Challenges:
Navigating a complex procurement process with stringent and unusual demands from the customer.
Overcoming internal resistance and aligning multiple...
2024-05-0628 min
How the Deal was Done | Deal Stories PodcastEp. 37: How the Deal Was *Not* Done, Navigating Cultural Differences with Colin SpecterColin 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...
2024-04-2920 min
The Relatable Success StoryEpisode #5: Andrew Kappel Taking His Learnings/Expertise And Starting His Own BusinessAndrew Kappel was a consultant at Skaled consulting for Go To Market strategy work and eventually took his learnings to start his own consulting firm. This is a great story of pivoting and taking your own expertise and really building on that to start your own shop! Learn from Andrew's trials and tribulations and get some practical advice on starting your own business!
2024-04-2536 min
How the Deal was Done | Deal Stories PodcastEp. 36: Playing the Long Game to Win Deals, Stay Agile, and Keep Going featuring John BarrowsJohn Barrows, one of the top sales trainers and thought leaders, joins for a look back on his journey and fun discussion on a particularly large and memorable deal from his time at Thrive Networks.
Background:
John Barrows has 20+ years of sales experience with a variety of companies and as an entrepreneur
In this episode he remembers a managed IT services deal he did that was 20x the avg. deal size
Challenges:
Establishing trust and staying top of mind without being perceived as annoying.
Adapting to the evolving sales landscape and...
2024-04-2230 min
How the Deal was Done | Deal Stories PodcastEp.35: Selling the Vision Before Building the Product featuring Amanda Brem, Founder - The Brem MethodAmanda Brem, founder of the Brem Method, recounts how she pitched and executed her first academic coaching course for pre-medical students, overcoming skepticism and challenges along the way. Through determination and leveraging her strengths, she successfully built a thriving business despite initial uncertainties.
Background:
Amanda Brem founded the Brem Method, specializing in academic coaching for pre-medical students
She secured a deal with a program director to run an academic course for MCAT preparation
Challenges:
Convincing the program director to take a risk on an...
2024-04-1522 min
How the Deal was Done | Deal Stories PodcastEp. 34: Bringing the Juice to Win Tough Deals featuring Drew WillsDrew Wills shares his journey from a senior in college struggling to find a job to impressive runs at LinkedIn and Gong and now becoming VP of Sales at Brilliant. Drew emphasizes the importance of networking, leveraging LinkedIn, and sales negotiations. The podcast highlights Drew's approach to renewing a significant deal with a customer by demonstrating indispensable value and learning from past negotiation experiences.
Background:
• Drew Wills transitioned from numerous roles at LinkedIn to a leadership position at Gong and now VP of Sales position at Brilliant. The deal, aiming for renewal with a focus on demonstrating value to resist compet...
2024-04-0826 min
Let's Talk JobsPodcasting 101: Lessons Learned From Our JourneyWhoever said starting a podcast was easy, was wrong and it's easy to get hung up on things. For some, it's figuring out a sustainable passion and point of view that generates enough content to captivate your audience. The task of setting up a studio or knowing what equipment to purchase can also be daunting. Editing a video also can feel scary. And oh yes, do you host it alone? Share the burden of hosting with someone else? Or do you bring guests on the show... and how do you secure them?
Today we're joined by Andrew Kappel, podcast...
2024-04-0433 min
Cold Case Kansas: A Social Detective PodcastSearching for Kevin Collins an interview with filmmaker Andrew KappelInterview with filmmaker/creative producer Andrew Kappel. Through his experience in true crime with shows on Investigation Discovery one case has stayed with him. The 2/10/1984 disappearance of Kevin Collins. Kevin was one of the first child disappearances that appeared on milk cartons & the front of National publications. Andrew discusses what he is doing to help the Collin’s family find answers & bring a few pieces of the puzzle together to Milk Carton Kevin. Sources: People Magazine What Happened to Kevin Collins, Who Vanished in 1984? Milk Carton Kevin https://www.gofundme.com/f/what-happened-to-kevin-collins?member=32598393&sharetype=teams&utm_campaign=p_na+sh...
2024-04-0430 min
How the Deal was Done | Deal Stories PodcastEp. 33 Help your Customers Win to Close Big Deals featuring Tom Cates, Founder Brookeside and Encompass- CXEp. #33 featuring entrepreneur Tom Cates who has a decades long career as a consultant, sales leader, and software founder. Tom got his start in sales with IBM, an MBA from Wharton, moving into management consulting, and eventually starting his own consulting firm and software company focused on B2B business relationships.
Background:
Tom shares insights on selling high-value B2B products and services and the importance of establishing meaningful, differentiated relationships with clients.
The deal story involved a multibillion-dollar IT services client, with the engagement starting around 2017/2018 on a three-year agreement basis, involving...
2024-04-0123 min
How the Deal was Done | Deal Stories PodcastEp. 32: Helping your customer leave a legacy to close a big deal with Donald KellyDonald Kelly, highlights the challenges and strategies involved in closing a large-scale deal with a school district. Kelly shares insights on the importance of acting as a consultant rather than an order taker and the lessons learned from navigating a complex sales process.
Background:
Donald Kelly transitioned from various sales roles into the founder of a sales training firm and podcast host.
The deal discussed was with a school district, involving document management solutions, taking two years to close, and was valued at approximately $150,000.
Challenges:
Gaining access to key decision-makers and influencers beyond the purchasing director, and...
2024-03-2527 min
How the Deal was Done | Deal Stories PodcastEp. 31: Avoiding POC Hell to win a $4 million enterprise deal in 10 months with Jake DunlapJake Dunlap, CEO and Founder of Skaled Consulting, has worked on thousands of deals, and now he shares his expertise with organizations looking to accelerate their growth. In this episode he recounts a three part deal that grew to $4M in ten months and the sales strategies and philosophies to get there.
Background:
Jake Dunlap is CEO Skaled Consulting.
Has worked on thousands of deals and shares one from earlier in his career that shaped future strategies
Key Challenges:
Adapting to client budget cycles.
Overcoming traditional contract limitations.
Navigating enterprise decision-making...
2024-03-1823 min
How the Deal was Done | Deal Stories PodcastEp. 30: Andrew Kappel Solo Episode - Consulting Deal Story, Audits as an Artifact, and Growth UpdateIn this episode Andrew shares a solo deal story from his consultancy: Benchmark Signal Consulting. Other topics mentioned- podcast growth initiatives including the new YouTube channel and some big upcoming guests.
Resources mentioned:
https://perell.com/essay/imitate-then-innovate/
Episodes Referenced:
https://www.dealstoriespodcast.com/episodes/ep-21-special-edition-buyer-se
YouTube:
https://www.youtube.com/@HowtheDealWasDone
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/
2024-03-1110 min
How the Deal was Done | Deal Stories PodcastEp. 29: Outcome of 7-Figure Deal: Increase in Customer Stock Price with Jesse WoodburyJesse Woodbury shares his journey of converting a small proof of concept into a seven-figure deal with a B2C Home Services Company. A deal so impactful it raised the buying company’s share price. This deal is a perfect example of the power of internal champions and genuine customer relationships.
Background on Jesse and the deal:
Jesse Woodbury is a seasoned sales professional and Sales Players podcast host
The lead came inbound from a UX manager who was reaching out to several vendors
Deal Challenges:
Initial lack of a clear pain point or ur...
2024-03-0429 min
How the Deal was Done | Deal Stories PodcastEp. 28: Earth Moving Deal with Max Tipton VP, Sales - North America @ Paperless PartsMax Tipton, VP of Sales North America for Paperless Parts, shares the story behind a transformative deal known as "The Earth Mover".
Background:
A pivotal deal known as "The Earth Mover."
The deal was with a major custom part manufacturer in the U.S., aiming to revolutionize their estimation and quoting process.
This opportunity was significant for Paperless Parts, marking a strategic push into larger market segments.
Challenges:
High-Level Engagement: Starting the conversation at the CEO level set high expectations for alignment and delivery.
Defining Success Criteria: The client's initial lack of...
2024-02-2618 minHow the Deal was Done | Deal Stories PodcastEp. 27: Special Behind the Scenes with Host Andrew Kappel and Producer Brett MuniIn this special episode host Andrew Kappel, and producer Brett Muni reflect on some of the most popular episodes so far, explore how these lessons have impacted Andrew's Sales Consulting Business, and enlist the audience to connect with us on LinkedIn to let us know what content has been the most engaging.
Timestamps:
0:01:54 - Discussion on the podcast journey and the milestone of 25 episodes
0:04:29 - Insights on enterprise sales, project management, and the impact of big deals
0:10:30 - Introduction to Benchmark Signal Consulting and the Gong audit and optimization offering
0:12:22 - A look...
2024-02-1919 min
How the Deal was Done | Deal Stories PodcastEp. 26 Buyer and Seller Edition: $1.2M UberEats Deal with Chris Mark and Russell Bradley-CookIn this special edition, we hear the buyer and seller perspectives on a $1.2 million deal between Uber Eats and the French startup, OCUS. Host Andrew welcomes Russell Bradley-Cook from HubSpot and Chris Mark, a tech strategy operations expert, to share their firsthand experiences and learnings from this transformative deal.
Background:
The deal was $1.2m between Uber Eats and OCUS, a French startup specializing in scalable photography services.
The seller, Russell Bradley-Cook who currently manages HubSpot partnerships in EMEA, was head of enterprise sales at OCUS.
Chris Mark was on the buys side of this deal with UberEats...
2024-02-1242 min
How the Deal was Done | Deal Stories PodcastEp. 25: Expanding a Fortune 50 Account to $1.5M with Dustin BrownDustin Brown, a seasoned SaaS professional with over 15 years of experience, shares insights from a significant deal with a Fortune 50 company, initially a small 100-user engagement that he expanded to over 1,200 users.
Background:
Dustin: 15+ years in SaaS, transitioned from small business digital marketing to SaaS platforms.
Deal Context: Major deal with a Fortune 50 company, formerly part of Dell, starting from a 100-user engagement.
Challenges:
Expanding Presence: Limited initial engagement in a large organization (30-40k employees).
Operational Complexity: Scaling from small to enterprise-level, integrating with main CRM.
Organizational Changes: Navigating pauses and shifts in...
2024-02-0527 min
How the Deal was Done | Deal Stories PodcastEp. 24: Closing One of the World's Largest Healthcare Companies with Jeff KirchickJeff 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:
0:00: Introduction by Andrew
1:00: Jeff Kirchick joins and introduces himself
2:15: Jeff discusses his background and career in software sales
4:06: Insights on building businesses in various US cities
4:45: Jeff sets up the context of the major healthcare deal
10:30: Discussion on the importance of relationship-building in sales
13:10: Episode wrap-up and ways to connect with Jeff Kirchick
Connect with...
2024-01-2912 min
How the Deal was Done | Deal Stories PodcastEp. 23: Winning Complex Buying Processes, a 6-figure Deal with Rachel ShiRachel 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:
Rachel is a Strategic Account Executive at Metadata, with a background in design, founding a startup, and tech sales
Rachel successfully got the deal done selling tech solutions to Docebo, a publicly traded Ed-Tech company providing
Main Challenges:
8 month sale cycle with over 15 stakeholders
Gaining executive sponsorship, dealing with...
2024-01-2221 min
How the Deal was Done | Deal Stories PodcastEp. 22: Expanding a Multi-Million Dollar Fortune 200 Account with Jacob KarpJacob 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:
0:00:30 - Introduction of Jacob Karp and episode overview.
0:01:16 - Jacob's background in journalism and sales.
0:06:16 - Background of the featured deal with a telecommunications company.
0:10:47 - Challenges encountered and strategies employed in t...
2024-01-1522 min
How the Deal was Done | Deal Stories PodcastEp. 21: Special Edition Buyer & Seller Ep 7-figure deal at IBM with Ewing Gillaspy and Tito Bohrt
Want to hear a $7-figure deal story where the seller NEVER met anyone at VP or higher?
Ever wonder what happens with your slides that you prepare for the champion?
Want to learn how to buy something you’ve never bought before and de-risk the vendor race?
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 Ewin...
2024-01-0851 min
How the Deal was Done | Deal Stories PodcastEp. 20: Closing a Multi-Million Dollar Deal with 100 Stakeholders with Global AE Matthew Klingner
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/7F...
2024-01-0329 min
How the Deal was Done | Deal Stories PodcastEp. 19: How the Deal Was Done Holiday Special Behind the ScenesIn this episode, Andrew welcomes How the Deal Was Done sponsor, Dan Currin, Co-Founder of OrgChartHub, to discuss how the deal to make this podcast was done and reflect on the journey thus far. Andrew also introduces the people behind the scenes, Brett Muni (Producer) and Bilal (Video and Content Partner), who've helped get this show off the ground and running.
Connect on LinkedIn with our sponsor Dan Currin Co-Founder OrgChartHub: https://www.linkedin.com/in/danieljcurrin/
Connect with our Podcast Producer Brett: https://www.linkedin.com/in/brettmuni/
Connect with our Video Content partner Bilal: https://www.linkedin.com...
2023-12-2739 min
Twins Talk it Up PodcastEpisode 174: How the Deal Was DoneThere’s almost nothing more satisfying than winning, unless you fully understand how the victory was accomplished. While we love celebrating wins; we should want to be able to break down the process and factors it took to get that across the finish line. Andrew Kappel is Principal of Benchmark Signal Consulting and the Host of ‘How the Deal was Done’ podcast. Benchmark Signal Consulting specializes in Sales Optimization and Acceleration Projects for Gong and HubSpot clients. Some of the highlights from our conversation include:His leadership journey.
2023-12-1944 min
How the Deal was Done | Deal Stories PodcastEp.18: Harnessing Board Members to Advance and Close Enterprise Sales with Jeff KirchickJeff 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...
2023-12-1813 minHow the Deal was Done | Deal Stories PodcastEp.17: 8-Figure Transformation Deal with former Salesforce #1 Rep Ian KoniakBig 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.
[0:03:25] - Deal Setup: Intro to Account Current State and explaining scale and context of the company (50,000 real estate...
2023-12-1138 minHow the Deal was Done | Deal Stories PodcastEp 16. Selling to the Fortune 500 as an Early Stage Startup featuring Joe Benjamin# 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
Connect with Joe on LinkedIn and learn about his company RevPilots: https://www.linkedin.com/in/joebenjamin1/
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...
2023-12-0413 minHow the Deal was Done | Deal Stories PodcastEp 15. Enterprise Deal to Pre-IPO Grocery Delivery Start-Up with Ben RichardsonIn this episode of Ben Richardson shares his experience working on a big deal with an innovative pre-IPO grocery delivery company. He highlights the challenges of integrating financial systems post-acquisition and the role of his solution in automating financial and billing processes to support the company’s rapid growth.
What you will learn?
The episode offers valuable insights into strategic partnerships, competitive positioning against rivals, and the importance of executive alignment and stakeholder management in closing enterprise deals.
**Timestamps:**
- (0:04:50) - Overview of the grocery delivery company’s situation and its needs as it prepared for IPO.
- (0:05:23) - The role...
2023-11-2712 minHow the Deal was Done | Deal Stories PodcastEp 14. Understanding Customers to Create & Close | How the Deal and Partnership Was Done with Sean AdamsIn this episode we meet Sean Adams: the head of Sales and Partnerships at Iorad. Sean brings a wealth of experience to the table. He started his career as a business owner, serving home service businesses in the contractor space for a decade. Then, he entered the world of SaaS as an account executive and now leads sales operations with a focus on customer centricity.
Thinking Outside the Box: Sean shares a challenging situation from a past company where deals were constantly stalling due to issues with customers' accounting systems. Sean worked to establish a connection between...
2023-11-2017 minHow the Deal was Done | Deal Stories PodcastEp.13: $8 Million Competitive Takeout Deal with Danny BrownEpisode with Danny Brown, a seasoned entrepreneur and CEO of AppMeetup. Danny shares valuable insights into a pivotal deal from his early business experience.
What you will learn?
Building trust as an unknown entity, speaking the client's industry-specific language, and overcoming the resistance associated with replacing a familiar product.
# TIMESTAMP
- (0:02:07) - How to differentiate when the customer is trying to commoditize your product or service
- (0:04:55) - The importance of maximizing the use of tools like Gong for sales insights.
...
2023-11-1315 minHow the Deal was Done | Deal Stories PodcastEp.12: From selling a partnership to selling the whole company to HubSpot | How the Deal was Done with Mawghan McCabeIn this episode, we hear from Mawghan McCabe, Director Platform Partnerships at HubSpot. Mawghan shares her unique journey from her sales background in New York to working with Piesync in Belgium, eventually becoming part of the HubSpot team.
She discusses the intricacies of the Piesync HubSpot deal, which initially started as a funding discussion but later transitioned into a complete acquisition. One of the pivotal factors in this shift was Piesync's customer-centric approach. Their focus on building strong customer relationships and their proactive engagement with clients became a compelling reason for HubSpot to opt for an acquisition.
2023-11-0918 minHow the Deal was Done | Deal Stories PodcastEp.11: Taking an Additive Approach to Partnership Sales with Barrett King former HubSpot Sr. Manager Global GTM StrategyBarrett King, a partnership expert and Sr. Director, Revenue at New Breed joins to share an interesting deal story from his time as a Channel Partner Manager at HubSpot.
Barrett re-engages with the CEO of a digital agency who had previously declined to partner with HubSpot.
Best Practice: taking an additive, not transformative approach to connect with prospects and highlight what a successful technology (HubSpot) and services (digital agency) partnership can look like.
Take a listen to hear best practices on indirect sales and...
2023-10-3013 minHow the Deal was Done | Deal Stories PodcastEp.10: Standing Up a HealthTech Startup from Day 0 to a $1M Account | How the Deal was Done with Jerry BarszThis episode features Jerry Barsz, a top seller and leader currently working for a health tech startup.
Jerry joined Optimize Health as the first commercial hire. He has gone on to become a sales leader and now heads up strategic partnerships as the company continues to grow. Jerry shares learnings from being a part of a major product and company pivot. And how winning a major deal in the early days accelerated growth in revenue, technology, and processes.
Tune in to hear the skillset and mindset needed to be...
2023-10-2313 minHow the Deal was Done | Deal Stories Podcast7-Figure Competitive Displacement | How the Deal was Done with Kishan PatelIn this episode, we welcome Kishan Patel, who shares a deal story of 7-figure pilot that goes onto become a multi-million dollar transformation deal for a large health insurer.
Background:
- Kishan Patel has over 11 years of experience in the enterprise space, with a focus on payments and ecommerce risk management.
- Solution is data and IT infrastructure solutions for a large Fortune 500 Health Insurer.
Challenges:
- Displacing the top vendor.
- Complex pilot.
- Stakeholders from various teams and functions with varying objectives (11 stakeholders, 70+ conversations)
Learnings:
- importance of having an executive sponsor or...
2023-10-1615 minHow the Deal was Done | Deal Stories PodcastSelling With Your Buyer | How a B2B Deal with Facebook gave Nate Nasralla the idea to launch Fluint.ioNate Nasralla, sales leader, author, and co-founder of Fluint.io share a unique and fascinating story of a deal he sold to Facebook. And how that deal helped give him the idea to build his new Buyer Enablement app: Fluint.
Background:
Selling into Fortune 500 Digital Innovation Team
Global Stakeholders and Custom Needs
Only access to one contact
Key Actions:
The importance of enabling buyers' champions to effectively sell internally.
The value of transforming sales conversations into written cases
The value of interacting with the buying committee in a...
2023-10-0914 minHow the Deal was Done | Deal Stories PodcastEp.7: Learnings from selling 700+ customers as an Account Exec at ZoomInfo with Dustin PhillipsDustin's background and 8+ year journey at ZoomInfo (1:15)
Dustin's specialty niche for professional sports team; outbound sourced 50+ deals (2:30)
Overcoming challenges including objections and timing issues that prevent deals from getting done (8:50)
Learnings from selling over 700 customers as an Account Exec at ZoomInfo (10:18)
Listen for the full detail on How the Deal was Done.
Sponsor: OrgChartHub has been helping HubSpot CRM Customers get big deals done since 2018. Visualize your accounts, see key stakeholder roles, and understand...
2023-10-0215 minHow the Deal was Done | Deal Stories PodcastEp.6: Using a Greek Mythology Book to creatively Prospect and Close a 7-Figure Deal with Tom AlaimoIn this action-packed episode, Tom Alaimo takes us through a captivating and exciting deal story in which he got in the door by sending an obscure Greek mythology book to the CEO of a major tech company. This got him referred to the CMO where he played the long game and built a relationship. That is just the start. Listen to the whole episode to hear the ups and downs and how the deal ultimately got done!
Sponsor: OrgChartHub
Visualize your accounts, see key stakeholder roles, and understand relationships at a glance.
OrgChartHub has been helping HubSpot...
2023-09-2513 min
Daily Sales TipsEnable Sales Excellence By Sharing “How the Deal was Done” - Andrew Kappel"The key learnings from this deal and how you can 10X both with the existing customer as well as to capture additional similar customers." - Andrew Kappel in today's Tip 1621 How's your deal? Join the conversation at DailySales.Tips/1621 and be sure to check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm
2023-09-1503 minHow the Deal was Done | Deal Stories PodcastEp.5: How the Deal was Done | Selling a $34 Million SaaS Deal with Evan KelsayIn this episode, Evan Kelsay takes us through the fascinating journey of closing a $34 million SaaS deal. He shares how this deal began with a small customer engagement and evolved into a transformative partnership with his small (300 person startup - Seismic) selling a deal to one of the largest companies in the world.
Evan shares a mini-masterclass on researching and identifying potential opportunities, going outbound to get the ball rolling, overcoming internal challenges, building trust with champions, and creating massive buzz up and down and across the org chart to get the deal over...
2023-09-1222 minHow the Deal was Done | Deal Stories PodcastEp.4: From SDR Bootcamp Intern to Top Rep and SaaS Founder - with Mike Miranda, former GitLab AE and Current Founder, OptonalListen here for the fascinating background from SDR Bootcamp Intern to Top Performing Rep at GitLab and now Founder at SalesTech Startup Optonal.
Mike Miranda shares his insights from a memorable deal where multithreading, product usage signals, and a last second end of quarter deal led to a big outcome.
We cover the deal story and actionable tips and learnings, while also hearing Mike's unique selling style that blends effective communication (call-heavy) with a pursuit of excellence.
Connect with Mike on LinkedIn (https://www.linkedin.com/in...
2023-09-0520 minHow the Deal was Done | Deal Stories PodcastEp.3: How the Deal was Done | Selling $100k worth of Snacks to Financial Institutions with Byron Sierra-MattosByron Sierra Mattos has an incredible career journey and appetite for learning.
After selling chocolate bars door-to-door, he landed his first SaaS job at fast-growing startup SnackNation. Here he leveled up his sales skills, became a top-performer, and closed a $100k deal in his last day at the company. From there he went on to sell at a unicorn, became a consultant, and is now bringing new sales tech to market at startup AlignedUp.
Give this episode a listen and be sure to connect with Byron-Sierra Mattos on LinkedIn.
2023-08-2810 minHow the Deal was Done | Deal Stories PodcastEp.2: Selling Million Dollar Software Deals to Private Equity-backed Clients with Bullhorn's RVP of National Accounts Keith WeightmanKeith Weightman has been with Sales and Recruiting CRM Platform Leader Bullhorn for a decade.
This is an extraordinary tenure in the fast-changing and high-turnover tech industry.
Give a listen to hear about Keith's experience and expertise.
This episode is especially useful for sellers working with Private Equity-backed clients in the Enterprise segment.
Keith shares tips and learnings for how to maximize a deal and set up win-win outcomes.
You can connect with Keith...
2023-08-2813 minHow the Deal was Done | Deal Stories PodcastEp.1: How the Deal was Done with OrgChartHub Founder Daniel CurrinDaniel Currin was the first sales hire at a UK-based startup. He led them to Product Market Fit and won a land and expand deal at one of the largest healthcare and medical device companies in the world ($170 Billion market cap). The deal gave the small startup momentum which led to a successful acquisition.
Off the back of the deal he gained experience that led him to found the OrgChartHub App in the HubSpot marketplace. Listen in to hear the story of “How the Deal was Done” and where it led to.
Y...
2023-08-2513 min
Sales Empowerment PodcastSimplifying SDR Metrics & Systems with Andrew Kappel, Part 2In this episode of the Sales Empowerment podcast, Mike and Shawn continue their conversation with Andrew Kappel, SDR & GoToMarket Strategy Consultant for Skaled Consulting. Andrew offers several golden tips on leading your SDRs into success and achieving better outcomes. Instead of obsessing over the messaging, Andrew focuses on the sales list first to ensure that the ones you’re reaching out to are more likely to be interested in the first place. Andrew also specifies the most important metrics that you need to be looking into, to ensure that you’re optimizing your time and effort.
2022-09-1623 min
Sales Empowerment PodcastSimplifying SDR Metrics & Systems with Andrew Kappel, Part 1In this episode of the Sales Empowerment podcast, Mike and Shawn talk to Andrew Kappel, SDR & GoToMarket Strategy Consultant for Skaled Consulting. Andrew talks about his work, and how he found success as a sales development representative, got promoted to account executive, and not doing very well as a result. Fortunately, he found his niche when he was tasked by his company to work with other B2B companies in designing and implementing modern SDR and GoToMarket strategies. Andrew talks about the most common issues that SDRs face, and the most urgent interventions that make the biggest i...
2022-09-1421 min
The Jake Dunlap ShowWhy SDR Orgs Struggle with Tracking “EffectivenessThis is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. In Part 1, Jake and Andrew broke down the four metrics and how to track them: Effort, Effectiveness, Outbound, and Outcomes.Part 2 pays particular attention to the metric Effectiveness (quality connects) and why organizations are struggling with the concept of quality connects and how to track them.In this episode, Jake and Andrew cover:Why leaders struggle with overfocusing on activity metrics instead of what’s effectiveThe early predictable revenue mi...
2022-09-1213 minThe Jake Dunlap ShowThe 4 Metrics Every SDR Org Should be TrackingThis is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. Part 1 goes deep on the four metrics: Effort, Effectiveness, Outbound, and Outcomes. Jake and Andrew will break down what these four metrics mean and how to track them in your CRM and Sales Engagement platform.In this episode, Jake and Andrew cover:What leaders and investors realy care aboutStart with the end in mind. How to work these four metrics backwardDifferent camps of compensation to match and encourage your key metrics
2022-09-0516 min
Where Are All My Friends | Discovering Creative Careers with Inspiring EntrepreneursHow To Get Signed To A Record Label In 2022 | Secrets To Success with Music Lawyer Loren WellsLoren Wells is a music lawyer with an understanding and passion for the entertainment business unlike anyone I've ever met. He's also an owner and partner at Wells & Kappel, an entertainment and I.P. law firm with a focus on musical talent.
Having a good lawyer in entertainment can be the single biggest piece of getting signed, and getting the best record deal possible. In this episode we come back to that exact topic and discuss how much has changed since the last time we spoke in 2020, then Loren breaks down the new step by step process...
2022-04-041h 06
Nothing Worthwhile with Moody & GrooMydland and the Dead-Part 2Moody and Groo take a long, strange trip back to 1979, when a young piano prodigy joined the mighty Grateful Dead, and changed the band forever. Plus, the week that was, and a stump the Grooey tryout. Brought to you by NyYou. Photo Credit: Kevin Kappel
2021-12-311h 54Nothing Worthwhile with Moody & GrooMydland and the Dead-Part 1Moody and Groo take a long, strange trip back to 1979, when a young piano prodigy joined the mighty Grateful Dead, and changed the band forever. Plus, the week that was, and a stump the Grooey tryout. Brought to you by NyYou. Photo Credit: Kevin Kappel
2021-12-3124 min
VildsporNørholm hedeRasmus er brudt fri af radiostudiet sammen med Andrew for at tage på road trip og reportage til Nørholm Hede ved Varde. Denne hede er særlig interessant fordi den i mere end 100 år bare har ligget og været natur uden aktiv forvaltning. Ved Nørholm møder vi professor Inger Kappel Schmidt fra Københavns Universitet, som har studeret hedens udvikling og biodiversitet sammen med phd-studerende David Bille Byriel. I første time taler vi med Inger om hedens historie og udvikling, og David fortæller om de mange forskellige insekter han har fundet på Nørholm og andre jys...
2020-11-141h 45
Random Tech ThoughtsFree Computer Science TextbooksSpringer has put out a ton of awesome textbooks, and they made over 500 of them available for free download, including a couple dozen tech ebooks!An Introduction to Machine Learning, 2nd ed. 2017 by Miroslav KubatAutomata and Computability, 1997 by Dexter C. KozenComputational Geometry, 3rd ed. 2008 by Mark de Berg, Otfried Cheong, Marc van Kreveld, Mark OvermarsComputer Vision, 2011 by Richard SzeliskiConcise Guide to Databases, 2013 by Peter Lake, Paul CrowtherConcise Guide to Software Engineering, 1st ed. 2017 by Gerard O'ReganCryptography Made Simple, 1st ed. 2016...
2020-10-0202 min