From Hero Ball to Selling Committee

After 15 years in sales, 11 of those in tech, Mitch Hipp has seen it all: rejection, reinvention, and some serious wins (including a big one with SAP). Here are his top takeaways for anyone selling into complex accounts.

💥 1. Rejection Builds Reps

Mitch cut his teeth selling CutCo knives. Four years of no-shows and slammed doors gave him a superpower: resilience. It’s not glamorous, but it’s the muscle every great seller needs.

🔍 2. Discovery Doesn’t Stop

His best deal? An enterprise win with SAP. The key wasn’t a killer demo. It was continuous discovery. Mitch didn’t treat discovery as a box to check. He kept asking, listening, and adjusting all the way through.

🧭 3. Your Champion Is the GPS

That SAP win wouldn’t have happened without a strong internal champion. Mitch’s contact earned trust on both sides and pointed him exactly where he needed to go. No champion = no deal.

🏀 4. Ditch Hero Ball

Early in his career, Mitch tried to close deals solo. It worked, until it didn’t. The big lesson? Enterprise wins require a “Selling Committee.” Bring in the right teammates at the right time. Match the buyer’s complexity with your own.

🎯 5. Every Player Needs a Purpose

More people ≠ better. Everyone you bring into the deal should have a clear value prop: Why are they here? What do they add? If you can’t answer that, it’s either the wrong person or the wrong time.

✅ 6. Process Builds Confidence

When you run a tight process with real discovery, strong champions, and a dialed-in team, you stop hoping a deal will close and start knowing it will.

Enterprise sales isn’t about being the hero. It’s about being the orchestrator and pulling the right levers, with the right people, at the right time. And when that happens? Big deals stop feeling like long shots and start feeling inevitable.