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Blog post
7 min read
April 4, 2025

Out Now: Top Highlights From The Account-Based Sales Playbook

GTM teams spend a ’lotta time and money trying to build 3X pipeline coverage… only for those deals to stall out mid-funnel. Usually around “Stage 3.”

Blog post
4 min read
February 25, 2025

How to Craft a Credible, Exec-Level Point of View

When sales leaders say “build a POV” (point of view), here’s what they mean — and how to do it:

Blog post
7 min read
February 1, 2025

Why Close Rate is the Metric of 2025 + 4 Ways to Increase Yours

Close rate is directly tied to increased revenue in a way pipeline coverage isn’t. Here's how every seller needs can boost theirs, and a counterintuitive link between your pipeline metrics.

Blog post
6 min read
December 17, 2021

Your New Sales Enablement Job Description

Top B2B sales teams are embracing Buyer Enablement as the rocket fuel they need to generate more revenue. Understand what this shift means for you, and your job.

Blog post
7 min read
November 7, 2022

Win in Writing: Copywriting Shortcuts to Accelerate Enterprise Deals

Becoming a better writer is becoming a better seller. Use these copywriting secrets to supercharge your win rate, and help your champions sell internally.

Blog post
8 min read
January 15, 2023

The “Hardwired” Enterprise Proof of Concept Framework: Land & Expand All-in-One

A deep-dive into a two-part framework for running short, contained proof-of-concepts that increase buying confidence and deal value.

Blog post
4 min read
October 7, 2023

Working Backwards: Designing Deals with a Concise, 1-Page Press Release

Here’s a move 98% of sellers will ignore. But it’s as close as I can come to guaranteeing you executive attention: building a future-state press release around your customer's outcome.

Blog post
10 min read
June 6, 2022

The Ultimate Guide to Writing in Enterprise Sales — How to Craft Internal Narratives

I’ve concluded writing is the most highly-important, under-developed skill for sales reps.If you study standout reps landing six, then seven, then eight-figure deals, you’ll see a pattern.

Blog post
8 min read
October 23, 2022

Why Buyers Hide Their Objections From You (and What to Do About It)

Objections are part of every deal. But most reps don’t realize "handling" them is counterproductive. Use the 'Understand-Unpack-Respond' framework instead, and keep your deals on track.

Blog post
6 min read
January 1, 2024

The Massive, Untapped 2024 Revenue Opportunity: How to Drive These 3 Sales Velocity Metrics

Building business cases is the highest-impact, yet most-overlooked approach to driving sales velocity. Here's how it moves the needle more than any other activity.

Blog post
43 min listen
July 25, 2022

Turning Interest into Advocacy with Nate Nasralla - Winning the Challenger Sale Podcast

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nate Nasralla, Founder of Fluint.

Blog post
6 min read
January 9, 2022

The Secret to Better Battlecards: Villains & Heroes

There’s a major problem with battlecards. Every time you use one, you’re fighting a feature war. Learn how the best battlecards pivot the conversation away from the competition.

Blog post
4 min read
March 23, 2022

The Uncommon Practice of Testing Sales Champions

A champion — someone with both power and influence inside the buying circle — can help you create momentum when you’re hitting inertia. But how do you know if your contact is a true champion?

Blog post
7 min read
March 9, 2022

The Inner Life of the Enterprise — 10 Concepts for Developing Large Deals

Whether you’re an AE accepting a promotion, or sales leadership moving your focus up-market, closing larger deals can take far longer than you’d expect. Here’s an insider’s look at 10 corporate concepts you should know as you develop larger deals.

Blog post
8 min read
January 4, 2022

The One, Guaranteed Way to Trigger Urgency in B2B Sales

Revenue moves at the slow speed of relationships. Learn how to trigger more buying urgency — the jet fuel for high-performance sales teams — in an authentic way.

Blog post
6 min read
March 26, 2023

The Change Equation: A Framework to Keep Deals from Falling Apart

People don’t like change. That's why you’ll lose deals despite having a logical, solid financial case. Use this framework to keep your deals on track to close.

Blog post
5 min read
October 28, 2023

The Business Case *is* the Sales Process

Building a business case isn't just an activity in a part of the sales process. It *is* the process, and every selling activity flows from it.

Blog post
5 min read
April 18, 2022

The Hidden Pipeline Metric: How to Measure & Build Trust In the Sales Process

How, exactly, do you create trust in sales? Can you measure it? How much do you really need to build? This post answers these questions with a simple mental model you can apply to each of your deals.

Blog post
6 min read
December 10, 2023

The Hidden Link Between Deeper Discovery and Crafting Business Cases

Writing a business case is one of the best ways to sharpen your discovery.

Blog post
7 min read
April 23, 2023

The Build Loop: Create Insanely Committed Champions by Co-Creating a Compelling Business Case

Creating champions helps you build a stronger business case. Co-creating a business case helps you build stronger champions. Here's how both steps work together.

Blog post
5 min read
March 5, 2024

The 3-Part Business Case Framework That’ll Make an Executive Think They’re Already Paying You

SVP: “So how long do we have your team engaged for?” Me: “How long?” (← I'm slightly confused here) SVP: “Yeah, did we just sign on for this year, or did we setup a longer-term thing?”

Blog post
5 min read
October 22, 2023

Selling in Vectors: Using Influence & Consensus to Get Complex Deals Done

Every contact in your deal is a vector, moving the buying team in a certain direction. Your progress is the sum of all vectors in the buying committee.

Blog post
4 min read
October 1, 2023

Selling in Soundbites: How to Sell More By Saying Less

Sellers who can communicate more while saying less, win. Shrinking the sales cycle down to 1 sentence is how it's done.

Blog post
7 min read
January 4, 2022

The #1, Non-Obvious Sales Tool You Should Be Using

You'll never guess it. Plus, learn what Jeff Bezos can teach you about enabling buyers, and closing more deals.

Blog post
2 min read
October 7, 2023

Selling With: The Art of Shaping Internal Buying Conversations

Read a preview and order our new book, Selling With. It's all about the art of selling with champions, to shape internal buying conversations & close enterprise deals.

Blog post
4 min read
April 15, 2024

Sales Process 2.0 Is Coming: Why Sales Teams are Fundamentally Rebuilding their Sales Process

The most obvious and important realities are often the hardest to see and talk about. I want to talk about one of these obvious, unseen realities...

Blog post
11 min read
April 5, 2022

Seismic vs. Highspot vs. Showpad — The Sales Enablement Buyer’s Guide

In this post, we’ll compare three leading sales enablement tools — Seismic, Highspot and Showpad — to help you make a confident, low-regret buying decision.

Blog post
42 min listen
June 12, 2022

Podcast Episode: Millennial Sales

In this episode, we discuss Nate’s life as a start-up founder, a deep dive into how to sell enterprise deals, and more.

Blog post
49 min listen
April 28, 2022

Podcast Episode: Sales Reps Don't Close Deals, Buyers Do

Episode from the B2B Power Hour. Nick sits down with Nate Nasralla, Founder of Fluint to discuss how Enterprise AE’s are actually closing deals with the ever growing buying committees.

Blog post
30 min listen
May 20, 2022

Podcast Episode: Champions Articulate Your Value - The Sales Enablement Podcast

Especially when selling virtually, helping champions articulate your value, in the internal language of the buying team, can make or break a deal.

Blog post
8 min read
May 6, 2024

Minute to Win It: The 60-Second Deal Review That’s Scary Accurate

In just 60 seconds, I can tell you (with far more accuracy than your forecasting platform) if your business case (and therefore, deal) is going to get a decision — or get deleted.

Blog post
25 min listen
May 7, 2022

Podcast Episode: I'm Not Selling You Anything

Episode from I'm Not Selling You Anything. Nate talks about how to sell with a committed champion during every deal to ensure a seat at the decision table.

Blog post
5 min read
March 14, 2023

My (Almost) Very Expensive Lesson in Creating Strong Narratives that Shape Reality

Narratives are powerful enough to create the second-largest bank failure in recent history. And they’re powerful enough to shape the direction of massive, global enterprises too.

Blog post
7 min read
May 22, 2022

Minimum Viable Sentences: A Framework for Crazy Productive Sales Conversations

How limiting your words can multiply the value of your sales conversations.

Blog post
37 min listen
April 29, 2022

Podcast Episode - Never Lose a Deal When You're Not in the Room

Episode from the Love Selling, Hate Sales Podcast. Ever wonder what your buyers are saying when you leave the room? Often, it's up to your champion to sell the deal to the full buying committee.

Blog post
5 min read
May 29, 2024

How to Write “Magnetic” Mid-Funnel Emails that Fight Slipped & Stalled Deals

Here’s the funny thing about deals that stall mid-funnel: I’ll bet you have a completely logical reason for why the buying team should have kept moving forward.

Blog post
5 min read
October 21, 2024

How to Write, Think, and Talk like an Executive (to Get Big Deals Done)

We all hit a point in our career where we start interacting with C-level execs more often. But we don't really know how to operate at an exec-level yet.

Blog post
1 min read
July 26, 2023

How to Write in Sales

My career in sales, plus all 95,000 words on this blog, summarized in a short memo with 10 bullet points.

Blog post
4 min read
May 4, 2022

Measuring Deal Momentum, the Formula for Enterprise Sales

It’s been said “time kills all deals.” It’s true of a transactional sale. But in the context of a complex sale, time isn’t always the enemy.

Blog post
5 min read
January 26, 2023

How to Sell Priorities, Not Just Problems + 5 Steps to Shift Your Messaging

Any deal you’re trying to develop that’s not directly aligned with a company priority is at risk. Even if you’ve built a solid champion, it’s your job to enable them with a sharp message that cuts through the noise.

Blog post
20 min read
June 21, 2022

How to Map B2B Decision Makers | Enterprise Account Maps That Actually Help Win Deals

Enterprise account mapping is about designing the flow of internal communications. Who needs to say what to who, and when, to keep a deal moving.

Blog post
6 min read
May 21, 2023

How to Sell With Champions: Ask Them to Do the Heavy Lifting + 4 Example Questions

We often forget our buyers have a role to play in the sales process. By getting them to do a lot of the hard work with you, you'll increase your chance of getting the deal done.

Blog post
6 min read
August 12, 2024

How to Run QBR’s That Aren’t a Massive Waste of Time

Sales team QBR’s are incredibly expensive to run. And based on how most teams run them, they’re often a waste.

Blog post
4 min read
November 19, 2024

How to Radically Simplify Your 2025 Sales Playbook with 2 Questions

One CRO we work with made a pretty radical decision this year. He wasn’t the only one, but I think Charlie’s a good example, because when you hear his team’s high-level stats...

Blog post
8 min read
February 12, 2023

How to Multithread & Navigate Dysfunctional Buying Groups in Enterprise Sales

Deals hanging by a single thread are risky. But there are wrong ways to multithread, too. Here's the right way to get multithreaded & manage large group dynamics.

Blog post
5 min read
January 14, 2025

How to Find & Fill Deal Gaps Early (Before It’s Too Late)

Most people think writing in sales is about documenting what you already know. But it’s not. It’s the process of discovering what you don’t yet know.

Blog post
7 min read
September 8, 2022

How to Manage Up: 10 Steps to Become a Standout Account Executive

Conversations happen about your career, when you’re not in the room. Here's how to build internal allies and shape their stories by managing up well.

Blog post
4 min read
November 12, 2023

How to Cut Deal Slippage & Compress Sales Cycles

Sales cycles grew an average of 27 days in the first half of this year. So here's how to compress cycles, and keep this quarter's deals from slipping.

Blog post
3 min read
June 12, 2024

How and Why to Ditch the "3X Pipeline Coverage" Rule

It's wild how many sales teams still rely on the “3X pipeline coverage” idea.

Blog post
6 min read
July 30, 2023

How to Design a Value-Based Sale that Drives Business Impact

Reps are told to "sell value” all the time. But what does that actually mean? Here's how to shift away from selling products and design a true, value-based sales experience.

Blog post
5 min read
December 5, 2022

How to Fix the Only Two Problems in Sales: Math & Drama

If you’re not finding and working through both types of problems, your deal’s at risk. Yet, 90% of sales activity only touches on the first problem: Math.

Blog post
6 min read
April 10, 2023

How to Build Mutual Action Plans Your Buyers Actually Follow Through With

Sales reps typically see low to no engagement from buyers in their MAPs. Then they complain “they don’t work.” Here's how to boost MAP engagement and keep deals on track.

Blog post
7 min read
August 20, 2023

How to Craft Executive-Level Points of View: Frameworks for Strategic Reps

A point of view is the foundation for every solid business case. Here's how to create one, drawing on 5 popular consulting frameworks.

Blog post
5 min read
March 28, 2022

How to Confidently Talk Pricing With Prospects

It’s easy to feel awkward while talking pricing. Here are five phrases that help you build trust with buyers while talking budgets.

Blog post
6 min read
February 7, 2022

How to Build a Compelling Problem Statement (+Case Study)

A simple formula that breaks down your buyer’s problems into a specific, compelling statement that grabs attention. Plus a step-by-step case study.

Blog post
8 min read
July 31, 2022

Designing a Sale Around Buying Behavior — Two Shifts That Win Deals

Make these two shifts that boost your win rates, and align your sales activities with the internal sale your deal champion is managing.

Blog post
7 min read
January 2, 2023

How CFO’s Evaluate Deals: 3 Things You Need to Design Finance’s Dream Deal

Budgets are a fraction of what they were last year. Which means you need to structure and de-risk your deals to appeal to the CFO. Here's how.

Blog post
7 min read
August 14, 2022

How to Avoid Screwing Up Executive-Level Sales Meetings

Every minute with an executive plays an outsized role in your deal’s outcome. Here’s an end-to-end process to help you nail your next exec-level meeting.

Blog post
5 min read
February 13, 2024

How This (Former) SMB Rep Closed a Deal so Big, They Wrote a Press Release

Last month, Rick Sabóia landed a deal so large, his customer and company issued a press release. It’s the kind of deal enterprise sellers can spend a career working for. And get this: He was an “SMB rep” at the time.

Blog post
17 min read
July 17, 2022

How to Ask Better Questions: A Roadmap for More Powerful Discovery

There’s one sales practice that everyone uses, but few master. The practice? Asking good questions.

Blog post
11 min read
October 9, 2022

13 Standout Mid-Funnel Email Frameworks You Should Steal. Right Now.

The typical, middle-funnel email is totally forgettable. It blends in when it should stand out. Replace your tired old email templates with these frameworks.

Blog post
7 min read
February 26, 2023

9 Must-Read Enterprise Sales Lessons Revealed in Leaked Emails at Tesla, Facebook & Microsoft

Learn to sell enterprise deals from these internal communications you were never supposed to read.

Blog post
8 min read
July 5, 2022

How Buyers Think: Designing Buying Experiences With Cognitive Bias In Mind

Almost nothing is guaranteed in sales. That’s clear to see when a late-stage deal you’ve been developing for months blows up.

Blog post
5 min read
July 2, 2023

Developing Presence: How to Become a Non-Anxious Seller

Develop poise and a calming presence—which is attractive to buyers—while pushing back the anxiety so common in sales.

Blog post
5 min read
November 26, 2023

7 Nonobvious Lessons from Sales Reps Buying for the First Time

Most sellers have never been buyers. But when you buy, you change how you sell. Learn from dozens of sellers buying for the first time.

Blog post
5 min read
February 1, 2024

Brief and Brilliant: How to Sell 6-Figures in 3 Bullet Points

"I don’t read PowerPoint decks. Just give me 3 really good bullet points." That's what Gregg Scoresby said while I was sitting in the PHX Ventures conference room late last year.

Blog post
8 min read
July 9, 2024

7 Sales Lessons Hidden Inside The “Business Case” Behind Ring’s $1B Acquisition

If you look at the way executives make some of their most significant, strategic, expensive and (potentially risky) decisions, there’s a pattern.

Blog post
8 min read
December 28, 2021

5 Things Flying First Class Taught Me About B2B Sales Experiences

Communication isn't what you say. It's what your buyers hear, and buyers hear a whole lot more than what you say. Understand how to build your sales process around your buyer's point of view to win more sales.

Blog post
3 min read
March 14, 2024

18 Sales Lessons from Mark Zuckerberg's Leaked 4,262 Word Email

This 4,262 word email leaked from Mark Zuckerberg. And it shares almost everything you need to know about selling to executives, and what kind of messaging...

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