Today's guest co-founded and sold a startup that built fundraising software for small nonprofits. Following that acquisition, he built an enterprise sales team from scratch, then he went on to become the Chief Growth Officer at GAN. Founder of Fluint, Nate Nasralla joins Jared Robin on this week's episode of Revenue Today to dispel some myths and discuss how to sell with your buyers, not to them.
Takeaways:
- Buyers close deals, not sales reps.
- Sell with your buyers by enabling champions.
- The moments that kill a sales deal are in the buyers' internal conversations.
- Creating a good message starts with discovery. Go deep and find the best way to frame a problem into a problem statement.
- Use familiar aspects of your buyers' internal communications to better design your materials.
- The best sales reps develop their business case’s with the buyer, use their words, and factor in the process the buying team uses when making their decision.
- One of the biggest challenges sales teams face is a lack of traction within the buyers' company.
Quote of the Show:
- “Do I like the person I'm becoming more today, than yesterday?” - Nate Nasralla
Links:
Ways to Tune In:
