What are the biggest challenges in your role?
I’m trying to get into big enterprise customers and prospects, multi-threading accounts, speaking to various types of employees and tiers of seniority. You have different accounts going at the same time, conversations at different stages, and you’re pulled left, right, and center to do the best you can for each prospect.
What was your process like before Olli?
It was notepad first, then spend maybe half an hour typing everything out into the CRM. After each meeting, I’d review my old notes against the new ones, and so on. It was very much write it out, type it out, and hope that I’m good at admin—which salespeople are notoriously not the best at. I know I’ve lost a notebook here and there and may not have the notes anymore. It was a tough behavior to follow.
How would you describe what it’s like working with Olli?
It almost feels like I have a wholesale team with me at any opportunity. I can have an assistant as well as my sales director at the end of the keyboard. Sometimes it’s admin-heavy—please summarize the meetings I’ve had with this customer. Other times it’s more challenging: what are the gaps? What do you know about our solution that I can use as a value proposition? Olli is solely focused on your deals, which is actually more useful than another salesperson who’s got their own deals to worry about.
Can you walk us through a specific time Olli helped you on a deal?
Just last week, I wanted to get a gauge on the last three meetings we’d had with a prospect. How engaged are they? What blockers have we missed? Do we have happy ears? I used Flow Mode—Olli already knew I had a meeting coming up, so I asked him to analyze everything and almost bring an agenda for myself. He gave me two points to address, and I was ready for that meeting in a couple of minutes. Without Olli, I would’ve had to go through each meeting transcript, all the emails. Instead, I asked a few questions, argued with Olli a couple of times—but that’s what he’s there for. It was handy to not take everything at face value and dig deeper to the real core.
Tell us about the Co-Impact playbook you built in Fluint.
I’ve always been very process-driven. Co-Impact stands for Champion, Organization, Impact, Needs, Authority, Criteria, and Timeframe. I’ve never had something like Fluint where I could just have it as a playbook that runs automatically instead of me writing it in a notepad. Now we have it running for every opportunity after every meeting, with a score across each deal. We can comfortably say: I can commit this deal, or there are specific gaps—I don’t have enough needs, enough metrics, or I don’t know who’s signing off. Through the playbook in Fluint, we can do that almost immediately after each meeting.
Is there anything you do with Olli that otherwise wouldn’t happen?
The human things—emotion and sentiment that someone portrays when you speak to them as a salesperson. I can give Olli that context. Like, John said he’s excited and had a really big smile about it. It wasn’t just ‘I’m excited’ with no context. I write my own notes alongside Olli and add those layers in. So it’s a live document with track changes—Olli does the heavy lifting, and I sharpen it with things only a human would catch.
What advice would you give to a rep who’s new to Fluint?
Challenge Olli. That’s where I’ve enjoyed it most—there are no repercussions for calling him out. Sometimes with your director or another salesperson, you might not agree but you don’t always want to say it. With Olli, you can push back. He’ll pull up his sleeves and give you an honest answer. Treat him like a colleague: ask tough questions, dig deeper, and use his data to refine your strategy.
