Ep. 46: Fluint Customer Story: The Business Case to Win a Fortune 500 Deal with Samantha Price
Samantha Price shares her career journey from journalism to sales and details a recent significant deal she closed at Persefoni. She highlights the unique challenges of selling sustainability software to Fortune 500 companies and the strategies she uses to succeed. Background: Samantha transitioned from journalism to sales and now works at Persefoni, focusing on environmental sustainability. She closed a sustainability software deal with a Fortune 500 company; utilizing the Fluint one-page business case to simplify the process by aligning both internal and external stakeholders. Challenges: Selling sustainability software to buyers unfamiliar with purchasing software. Navigating the complexities of budget approval and competitive differentiation in a niche market. Key learnings: Simplifying communication and reducing friction for buyers is crucial. Leveraging relationships and industry connections can open significant opportunities. Timestamps: (0:00:00) - Background of Samantha Price (0:05:27) - Challenges in selling sustainability software (0:07:32) - Insights on understanding buyer's needs (0:10:50) - Strategies for simplifying communication (0:13:19) - Success and replication of the deal (0:14:37) - Benefits of using Fluint to create business cases with your buyers Resources: Follow Samantha Price on LinkedIn Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. Check out their solution here: fluint.io/dealpod Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn