Episode Details

Taylor Britton is an enterprise account executive at UiPath, where he hunts new logos in the Fortune 500 and Global 2000 and finished last year at 495% of his number. His patch runs through retail, consumer goods and discrete manufacturing, and the year was anchored by a deal worth 3.1 million in total contract value that he and his team closed in ten months rather than the two years it could have taken.

Taylor opens with the three things he credits most, tenacity and grit, resourcefulness and authenticity, and accountability, then gets specific about the mechanics underneath them. He reads pain as a wave measured in frequency and magnitude, explains the one-line email that looked like the end of the deal, and makes the case for day 2 ready, the idea that contract signature is roughly the halfway mark because value does not begin until adoption does. Along the way there is the Birmingham meeting that went off the rails, why customer knowledge beats product knowledge, and why champions turn up in procurement.

Full show notes, the complete transcript and every link from this episode are at top1.fm/204