All Episodes
Displaying 31 - 60 of 60 in total
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...
Ep.18: Harnessing Board Members to Advance and Close Enterprise Sales with Jeff Kirchick
Jeff 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 challenge...
Ep.17: 8-Figure Transformation Deal with former Salesforce #1 Rep Ian Koniak
Big 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...
Ep 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:...
Ep 15. Enterprise Deal to Pre-IPO Grocery Delivery Start-Up with Ben Richardson
In 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 inte...
Ep 14. Understanding Customers to Create & Close | How the Deal and Partnership Was Done with Sean Adams
In 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 o...
Ep.13: $8 Million Competitive Takeout Deal with Danny Brown
Episode with Danny Brown, a seasoned entrepreneur and CEO of AppMeetup. Danny shares valuable insights into a pivotal deal from his early business experience. What yo...
Ep.12: From selling a partnership to selling the whole company to HubSpot | How the Deal was Done with Mawghan McCabe
In 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 wor...
Ep.11: Taking an Additive Approach to Partnership Sales with Barrett King former HubSpot Sr. Manager Global GTM Strategy
Barrett 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 HubSpo...
Ep.10: Standing Up a HealthTech Startup from Day 0 to a $1M Account | How the Deal was Done with Jerry Barsz
This 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 ...
7-Figure Competitive Displacement | How the Deal was Done with Kishan Patel
In 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...
Selling With Your Buyer | How a B2B Deal with Facebook gave Nate Nasralla the idea to launch Fluint.io
Nate 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 ...
Ep.7: Learnings from selling 700+ customers as an Account Exec at ZoomInfo with Dustin Phillips
Dustin'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 challe...
Ep.6: Using a Greek Mythology Book to creatively Prospect and Close a 7-Figure Deal with Tom Alaimo
In 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...
Ep.5: How the Deal was Done | Selling a $34 Million SaaS Deal with Evan Kelsay
In 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 engagemen...
Ep.4: From SDR Bootcamp Intern to Top Rep and SaaS Founder - with Mike Miranda, former GitLab AE and Current Founder, Optonal
Listen 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 h...
Ep.3: How the Deal was Done | Selling $100k worth of Snacks to Financial Institutions with Byron Sierra-Mattos
Byron 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-growin...
Ep.2: Selling Million Dollar Software Deals to Private Equity-backed Clients with Bullhorn's RVP of National Accounts Keith Weightman
Keith 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 t...
Ep.1: How the Deal was Done with OrgChartHub Founder Daniel Currin
Daniel 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 med...