What makes your approach to selling unique?
My perspective comes from my background: I’ve owned a business, I’ve been a manager, a director, and an individual contributor.
Having that experience helps me show my customers how to operationalize the solutions that I'm providing.
What was happening when you decided to start exploring the idea of building business cases?
I had been following influencers on LinkedIn like Samantha McKenna and Jen Allen and then Nate Nasrallah happened to cross my feed one day and my eyes bugged out because he was showing this really awesome framework for business cases.
And when this happened I was working on three large, very urgent, and very important enterprise deals at the same time. I needed a way to help manage my time and manage the information so I gave Fluint a try.
How would you describe the workflow that Fluint helps enable for you?
Fluint makes my job so much easier. I happen to have ADHD and I'm a really big picture thinker and I often know what it is that I have to do, but I have a hard time starting tasks… but with Fluint the workflow is very simple and actionable.
I set up a workspace for the client that I'm working on, import my transcripts either via Gong or Zoom, and then literally a button click in Fluint gets me to 95 – 100 % of the way to a business case that I can work on with my customer.
I share the document directly with my customer to clarify the message or to get validation from the buying team.
How were you doing these things before Fluint?
I was looking at a lot of squirrels – with different things distracting me and pulling me in different directions.
This meant that I wasn’t as effective in communicating to the customer that I deeply understood their situation and the problems they were trying to solve.
So I tried doing a lot of things after sales conversations like making a spreadsheet with a mutual action plan but it was never consistent until I started using Fluint which helped me bring it all together and make my discovery much easier.
Is there anything you do with Fluint that otherwise wouldn't be happening day to day?
I would not be able to provide concise account summaries or MEDDICC reports, at scale, for all the deals I’m working on.
It’s a game changer for me to be able to use Fluint for internal communication so that my CEO or my VP of sales knows exactly what's going on with an account at any given time.
What would you say to someone who is considering selling with Fluint?
I would say if you're considering selling with business cases you should just jump in and try it out, even if you are somewhat skeptical that it’s going to work for your industry.
When you try it you’ll see that it’s going to deepen your discovery. It's going to deepen your relationship with your prospects. It's going to build trust. And, it'll make it very easy to understand your customer’s needs.
How Hailey landed an industry giant
“Fluint’s like a new hire I just made, whose entire job is to write all my sales docs and proposals, so I can do more of the work that brings me joy — and less of the work that makes me want to crawl under a rock and hide.”
Hailey Ben-Izhak, Enterprise Account Executive
Background
Haley Ben-Izhak is an enterprise and large account executive for Nevvon.
With a background in advertising, event marketing, and as a business owner, she’s entrepreneurial, creative, and brought her diverse background to SaaS sales in 2020. She hasn’t looked back since.
Company
Nevvon is an online training platform for the home care industry.
The Deal
Hailey landed a massive, Top 10 home care provider in the US.
The deal had been ongoing for nearly two years due to its complexity — then Hailey got it done.
If you're considering selling with business cases you should just jump in and try it out, even if you are somewhat skeptical that it’s going to work for your industry.
When you try it you’ll see that it’s going to deepen your discovery. It's going to deepen your relationship with your prospects. It's going to build trust. And, it'll make it very easy to understand your customer’s needs.
The full story
It was a really, really long sales cycle.
Hailey had been working on this deal for over two years, after she was introduced through one of Nevvon’s channel partners. But, because of that, they were stuck in a sort of “limbo,” without communicating directly with the prospect.
Sticking points and deal friction
Hailey says when she did the initial work on this deal, it was one of the first truly complex deals she managed. So at first, she tried to follow her typical cookie-cutter playbook: discovery, demo, etc. But that obviously didn’t work in an organization this size.
The prospect had grown through a series of acquisitions, creating a lot of fragmented systems. Hailey’s training solution is tied into topics like compliance, quality assurance, and clinical outcomes for their customers and agencies — and because they integrate so deeply, the customer wanted some foundational right upfront.
They didn't want to add Nevvon until they were certain about a rollout. To everyone, all at once, across the entire country.
Old champion out, new champion in
That’s why Hailey had conversations with everyone — the local boss in New York, the local boss in Pennsylvania, etc.
Which is where things got really interesting.
Hailey found out their champion, who happened to be the COO, and really believed in their product, was leaving the company. Finding that out lit a fire for her, so Hailey sent her champion a text:
Oh my gosh, I heard that you're leaving, congratulations! What's the new and exciting role?”
That’s when Hailey’s outgoing champion lined up a new champion — right around the same time Hailey had adopted Fluint. “It just all came together. It was just beautiful.”
How the business case came into play
Hailey explained how it all came together:
I met this new individual who was the head of quality, and I got her point of view on everything. And I said, for this to work in the timeframe that you've laid out, I think it's important that I meet with the full set of stakeholders."
Her champion forwarded around her messaging, to set up meetings with department heads and state organizations.
It was beautiful. So now, what I do every time is I take a tailored business case — the problem to be solved, the impact, all of these different things — in short bullet points, and feed them back to the org through my champion, internally. My new contact even had her own framework for presenting internally to the president we added to Fluint, and it was just a beautiful, beautiful process.
We knew we were moving forward once we got written into the budget as a line item, even though we hadn't yet fully completed the sales cycle. We got up that high on the priority list."
Learnings that shaped Hailey’s process
The first thing that Hailey found was the link between discovery and written business cases:
It's less about nuts and bolts, like the economics of the deal, and more about the problem to be solved from the perspective of the customer. Even though I know that, it makes such a difference to have the business case drafted from the early conversations. It shows what you’ve missed and didn’t go deep enough on.
That’s what I love about Fluint — it’s picking up my call conversations, where I know I didn’t ask all the right questions, and it comes back with a business case that’s 80% there, with suggestions to get to 100% there.
Plus, it just makes me more efficient. It allows me to spend my time. working on the things that light me up and spark joy instead of the things that make me want to crawl under a rock and not do my job.”
Using Fluint Q&A
We sat down with Hailey to unpack exactly how she sells with Fluint.
Treat every account like a key account, with Fluint
Put Fluint to work in a deal you're currently working on, and if you’re not happy with the platform for any reason in your first 30 days — we’ll refund you.
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