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.
Nate Nasralla is the Founder at Fluint.io. Especially in the realm of online selling, having champions who can articulate your value in their own, internal language can make or break a deal. In this episode, Nate also categorizes a champion differently from influencers and coaches and breaks down how influence, incentive, and information are necessary components of a champion.
He explains how to use "languaging" to mirror back your buyer’s words and increase the chances of a favorable outcome.
HIGHLIGHTS
- Fluint: Find champions who articulate your value
- Use the buyer's language to align your product to their needs
- A champion's profile: Influence, incentive, and information
- Languaging mirrors your buyer’s words for maximum effectiveness
- Sales enablement with the Enterprise Sales Playbook
QUOTES
"Sales reps don't close deals. Buyers do. You can get a deal done without a sales rep. You cannot, ever, get a deal done without a buyer in place."
"When I think about the profile of a champion, one, there's influence. They're able to help develop or shape the opinions of others. There's also incentive. There's something in it for them. There's a personal connection to that deal. And then, information. They actually can help you navigate through the sales cycle."
"If I have a request and I want it to be approved, I'm going to make sure to use the same types of language that my exec or my VP is saying in our team calls and our team updates — how we're talking about our OKR's or whatever the goals are — to increase the probability that they respond favorably."
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Nathan L.
Sr. Enterprise Team Lead
Just closed the largest 7-figure ARR deal of my career using the one page business case framework.
Now getting more call transcripts into the tool so I can do more of that 1-click goodness.
Now getting more call transcripts into the tool so I can do more of that 1-click goodness.
Shem E.
Senior AE
After starting a new role, Fluint helped me land a $250K deal during my first 6 months on the job. Giving my champion a true business case made all the difference.
Matt R.
Strategic AE
The 1-Page Business Case is a game changer. I used it as a primer for an exec meeting, and co-drafted it with my champion. We got right into the exec’s concerns, then to the green light and next steps. Invaluable.
Cobi C.
Strategic Account Director
We just landed a multiyear agreement thanks to the business case I built in Fluint.
The buying team literally skipped entire steps in the decision process after seeing our champion lay out the value for them.
The buying team literally skipped entire steps in the decision process after seeing our champion lay out the value for them.
Kishan P.
Sr. Director Strategic Accounts
The beauty of Fluint is the ability to create spaces for collaboration with prospects and customers. I’ve leveraged Fluint to manage two 8-figure pursuits, creating 1 pagers to bring teams together, foster new relationships and new perspectives as we actively work to drive change.
Samantha P.
Global Strategic Account Executive
Fluint’s a game changer. Before, I thought I had to get a deal done. Now, it’s all about my buyers, and their strategic initiatives.
Which is what Fluint lets me do: enable my champions, by making it easy for them to sell what matters to them and impacts their role.
Which is what Fluint lets me do: enable my champions, by making it easy for them to sell what matters to them and impacts their role.
Julien B.
Head of Global Business Development
Fluint helped me triple the size of a deal we just closed last month, the biggest of my year. We expected it to take 12 - 15 months to close it. Did a 7+ figure deal in 9 months.
Rick S.
Head of Sales
In the most complex deal I've closed we had to go through 8 very intense review boards with lots of uncertainty, but thank heavens I had Fluint to guide me. It's been seriously amazing.