All Episodes
Displaying episodes 1 - 30 of 48 in total
Ep. 48: Embrace Outliers, Move Quick, and Win with Caleb King
Caleb King, a founding Account Executive at Supered, discusses an unusual yet highly successful deal from his time at HubSpot, emphasizing the importance of recognizin...
Ep. 47 Fluint Customer Story: The What, How, and Who Business Case with Mitchell Kasprzyk
Mitchell 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 sa...
Ep. 46: Fluint Customer Story: The Business Case to Win a Fortune 500 Deal with Samantha Price
Samantha Price shares her career journey from journalism to sales and details a recent significant deal she closed at Persefoni. She highlights the unique challenges o...
Ep. 45: Breaking the Model and Getting Deals Done with Organic Social featuring Entrepreneur Adam Robinson
Welcome to a special, non-traditional episode with founder Adam Robinson. His perspectives around organic/social marketing and product lead growth (PLG) have guided th...
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 nota...
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...
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 ...
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 partn...
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 comple...
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...
Ep. 38: Rep Boomerang 7-figure Transformation Deal featuring Shawn Curtis
Shawn Curtis shares an intense negotiation involving a high-stakes deal at Spreedly, a payments orchestration company. He discusses overcoming internal challenges, str...
Ep. 37: How the Deal Was *Not* Done, Navigating Cultural Differences with Colin Specter
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: Coli...
Ep. 36: Playing the Long Game to Win Deals, Stay Agile, and Keep Going featuring John Barrows
John 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 fro...
Ep.35: Selling the Vision Before Building the Product featuring Amanda Brem, Founder - The Brem Method
Amanda Brem, founder of the Brem Method, recounts how she pitched and executed her first academic coaching course for pre-medical students, overcoming skepticism and c...
Ep. 34: Bringing the Juice to Win Tough Deals featuring Drew Wills
Drew 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...
Ep. 33 Help your Customers Win to Close Big Deals featuring Tom Cates, Founder Brookeside and Encompass- CX
Ep. #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...
Ep. 32: Helping your customer leave a legacy to close a big deal with Donald Kelly
Donald 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...
Ep. 31: Avoiding POC Hell to win a $4 million enterprise deal in 10 months with Jake Dunlap
Jake 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 gro...
Ep. 30: Andrew Kappel Solo Episode - Consulting Deal Story, Audits as an Artifact, and Growth Update
In this episode Andrew shares a solo deal story from his consultancy: Benchmark Signal Consulting. Other topics mentioned- podcast growth initiatives including the new...
Ep. 29: Outcome of 7-Figure Deal: Increase in Customer Stock Price with Jesse Woodbury
Jesse 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 b...
Ep. 28: Earth Moving Deal with Max Tipton VP, Sales - North America @ Paperless Parts
Max 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 know...
Ep. 27: Special Behind the Scenes with Host Andrew Kappel and Producer Brett Muni
In 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...
Ep. 26 Buyer and Seller Edition: $1.2M UberEats Deal with Chris Mark and Russell Bradley-Cook
In 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 ...
Ep. 25: Expanding a Fortune 50 Account to $1.5M with Dustin Brown
Dustin 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-u...
Ep. 24: Closing One of the World's Largest Healthcare Companies with Jeff Kirchick
Jeff Kirchick, a seasoned software sales professional and author, relates his experience closing a significant deal with a major healthcare company. Jeff shares insigh...
Ep. 23: Winning Complex Buying Processes, a 6-figure Deal with Rachel Shi
Rachel 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 te...
Ep. 22: Expanding a Multi-Million Dollar Fortune 200 Account with Jacob Karp
Jacob Karp, a seasoned enterprise sales expert with a dynamic background in journalism, media, public relations, and a decade in enterprise sales joins Andrew Kappel f...
Ep. 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? ...
Ep. 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 enterpr...
Ep. 19: How the Deal Was Done Holiday Special Behind the Scenes
In 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 reflec...
