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/