Ep. 49: Fluint Customer Story - Patiently Selling an Industry Giant with Hailey Ben-Izhak
Haley Ben-Izhak shares insights into closing a significant deal with a top home care provider in the US, highlighting the challenges and strategies involved. Background: Haley Ben-Izhak is an enterprise & large account executive for Nevvon; she has a background in advertising sales, event marketing, and is also a business owner. Nevvon is an online training platform for the home care industry Challenges: Long sales cycle over two+ years Various starts and stops and executive turnover Need to align with the client’s budgeting periods and fit into larger software migration a la implementation of a new CRM or ERP. Key Learnings: The importance of multi-threading and engaging with multiple stakeholders early in the sales process. Using Fluint's written business case framework to improve discovery and effectively communicate the economic impact to the client. Timestamps: (0:02:46) Deal OverviewDetails and background about Hailey's company and the end-user client (0:04:25) Challenges in the DealDiscussing the hurdles faced during the sales process. (0:05:57) Integration StrategyHow Nivvon’s software integrates with the client’s systems. (0:08:24) Champion TransitionHandling the transition of the internal champion at the client’s organization. (0:14:09) Utilizing FluentThe impact of using Fluint's business case framework on the deal’s success. Resources: LinkedIn: Hailey Ben-IzhakThank 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/dealpodQuestions, comments, ideas - reach out to: Andrew Kappel