Ep. 49: Fluint Customer Story - Patiently Selling an Industry Giant with Hailey Ben-Izhak
Description
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 Overview
Details and background about Hailey's company and the end-user client(0:04:25 ) Challenges in the Deal
Discussing the hurdles faced during the sales process.(0:05:57 ) Integration Strategy
How Nivvon’s software integrates with the client’s systems.(0:08:24 ) Champion Transition
Handling the transition of the internal champion at the client’s organization.(0:14:09 ) Utilizing Fluent
The impact of using Fluint's business case framework on the deal’s success.
Resources:
LinkedIn: Hailey Ben-Izhak
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
United States
