Fluint

We've been heads down making lots of product updates, and advancing Fluint's content models. Here's the latest y'all 🎉

“Your content can be in the room when you can’t be.” How do you enable your champion to sell internally? Your content can script and shape internal buying conversations even when you’re not there. Nate Nasralla shares more about this with Gray Hardell in the first episode of Behavior Hacking. Watch the full episode: https://lnkd.in/ek2QmYJZ 

The more you write, the more you’ll sell. That's because your content can be in the room even when you can't be: Guiding the internal conversations happening about you, without you — where buying decisions are made. So if you've got Q4 deals *without* a written message in place: Here's a step-by-step guide on how our highest-selling users write business cases that grab exec attention, and land large deals. With a breakdown on: (1) when to write a business case (2) how to write it, section-by-section (3) common mistakes to avoid Hope it's helpful y'all: → https://lnkd.in/g_VK_D5e

Board: "So, you're really going to bet your career on this plan, huh?" Chris (VP Sales): "Yep, sure am." *Fast forward 6 months later* - Sales team moves upmarket - Closes the largest deal in company history - Gets feedback from buying teams: "Your sales process easily shaved at least 2 months off this project." ____ Not all sales leaders have the courage and conviction to create change. To not just "tweak" and "optimize" the little stuff. But to say, "Well, buying's changed... maybe we should make some big changes in our process, too." Christopher Bair at Idelic is that leader, through and through. I was smiling ear to ear listening to his story, thinking, "Man, next time Chris is hiring, I'm sending who I know his way." Here's the full 20 minute version: https://lnkd.in/ghAxGUJf

The early 2000's sales process is still how ~90% of teams manage deals: *Qualify → Demo → Proposal → Negotiate → Close* The issue is the steps you take to sell a product, aren't the same steps your prospects take to buy it. Which means 90% of companies have built their entire GTM around their sellers' activity — not internal buying activities. That’s expensive. Because it means most reps build little to no influence where buying decisions are actually made. A big part of the answer? Defining and re-aligning exit criteria at each stage of your sales process, with specific buying behaviors you can “test” for. AE’s, if your sales leadership isn't doing this to guide you, this clip’s even more important to see: https://lnkd.in/g5dBCVU5 ^and that's a wrap on part 4/4 from this project y'all — Big thanks to Salesloft, Leah, Gray, Alex, all for the partnership making these 🙌🏼

It's wild how many reps still rely on the old 3-4X pipeline coverage idea… then miss quota. (Because that’s just 1 of 4 variables in the revenue equation.) And yes, sometimes, you definitely do need more pipe. But more often, it's low win rates, low ACV, and slow cycles turn that “good coverage” into “oh crap” halfway through the quarter. One way to reverse that? Stop treating all deals the same. Start to spend more of your time and creativity on high-potential deals, to move your win rate > 50%. While ejecting out of every other deals early. Here’s a full breakdown on this: https://lnkd.in/gagp5Wp6 ^from episode 2 / 4 in a new content project I got to partner with Salesloft on. Part 3 + 4 coming for all you nerds who want to watch this weekend ❤️

From guiding kayaking trips in the Pacific Ocean, to selling Fortune 500's. Samantha Price has one incredible career journey. She's been landing large deals, with leading brands around the world. (Including brands you might even be wearing while reading this.) And I love what she shared about how she made such a big career shift: Her ‘‘aha moment” came when she realized her biggest differentiator isn't in her software, or its AI (although it's a killer product). It's her. It's how she sells: How she guides her prospects through their buying journey, by helping them navigate their own company to get deals done. We made a short write-up on that together, and she how you can take her approach to simplifying (and winning) complex deals: https://lnkd.in/gjxrN3M9

Ben grew up in Japan. He works with few words, and lots of creativity. He own a suitcase, a tennis racket, cooking knives, a laptop, not much else. Everything he builds is simple, elegant, and beautiful. Who is Ben? Ben runs our marketing. And I’m really grateful he does. Last night, he launched a new website that he worked HARD on in July. I’m a big believer our work reflects who we are, and what we value. And while you don't really see Ben, I do, and I’ll tell you this site IS him. Which is why I’m writing out this type of “launch announcement.” Our new site is: - Simple and beautiful. - Calm and different. - Detailed in a way only 1% of people might notice. Which makes it a reflection of Ben and our values here. And it makes this site about so much more than leads and demos. (But I like those too. A lot.) It’s about celebrating Ben, his art, and the work he does daily — just for the sake of doing good work. Go check out the site, and if you could, drop Ben a like/comment here to let him know you “see” him today: www.fluint.io PS, my favorite part is how you can generate an exec summary / TL;DR of the website right up top. Just like our product does.

I just created a business case using a call summary as input in about 7 minutes, and it's shockingly good. Since the AI-summary of the discovery call I used as input didn't have specifics on revenue impacts, Fluint noted the questions my team could ask in their next call, in order to improve the business case. The input I gave was a call summary, remember, so if I'd had access to the full call recording the Fluint output would have been even better. A follow-up question it suggests to improve the next discovery call was, for example, "How much time and cost will be saved on an ongoing basis after transition?" then it even provides some rationale for the seller on WHY its five questions are important. If you're doing any kind of sales proposal, seriously give this a try. It's even better than I had expected. I felt smug.

𝗘𝗽. 𝟰𝟵: 𝗙𝗹𝘂𝗶𝗻𝘁 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘁𝗼𝗿𝘆 - 𝗣𝗮𝘁𝗶𝗲𝗻𝘁𝗹𝘆 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗮𝗻 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗚𝗶𝗮𝗻𝘁 Hailey Ben-Izhak is a leading enterprise AE and on the side is a business owner herself. She has the patience and credibility to partner with her clients and let deals develop to unlock more wins and bigger outcomes. Tune into this one to hear an impressive deal that took years in the making and included constant navigation with changing priorities, executive turnover, and a succinct business case crafted with the help of Fluint to align and simplify the project plan and justify the case for change. Thanks to Fluint for sponsoring this episode. If you want to sell WITH your buyer's check them out today. Link in the comments to hear the full episode and download Fluint's Top 5 Most Popular Templates and Frameworks!