Ep. 47 Fluint Customer Story: The What, How, and Who Business Case with Mitchell Kasprzyk
Mitchell Kasprzyk, VP of Sales at Compyl, shares a pivotal deal story that led to a significant funding round for his organization. His journey from opera singer to sales leader adds a unique twist to his approach and philosophy in selling. Background: Mitchell Kasprzyk started his career as an opera singer before transitioning to sales, now serving as VP of Sales at Compyl. The deal involved a significant round of funding for Compyl, initiated through a first call with the CTO of a larger parent organization. Challenges: The CTO's initial resistance, stating he didn't want a sales pitch and wanted to see the tool directly. Overcoming the underdog status of being a lesser-known startup in a competitive cybersecurity market. Key learnings: Demonstrating transparency and empathy can build trust even with initially resistant clients. Understanding and addressing the specific business outcomes and challenges of the client is crucial. Timestamps: 0:00:02 - Introduction and welcome 0:00:26 - Mitchell's career background 0:03:44 - Initial challenge with the CTO 0:06:11 - Networking at an industry event 0:09:34 - Developing the business case 0:15:08 - Key lessons from the deal 0:21:10 - Parallels between opera and sales Resources: Follow Mitchell Kasprzyk 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. fluint.io/dealpod Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn