Ep. 49: Fluint Customer Story - Patiently Selling an Industry Giant with Hailey Ben-Izhak

Haley Ben-Izhak shares insights into closing a significant deal with a top home care provider in the US, highlighting the challenges and strategies involved.

Background:

• Haley Ben-Izhak is an enterprise & large account executive for Nevvon; she has a background in advertising sales, event marketing, and is also a business owner.
• Nevvon is an online training platform for the home care industry

Challenges:

• Long sales cycle over two+ years
• Various starts and stops and executive turnover
• Need to align with the client’s budgeting periods and fit into larger software migration a la implementation of a new CRM or ERP.

Key Learnings:

• The importance of multi-threading and engaging with multiple stakeholders early in the sales process.
• Using Fluint's written business case framework to improve discovery and effectively communicate the economic impact to the client.

Timestamps:

1. (0:02:46) Deal Overview
   Details and background about Hailey's company and the end-user client

2. (0:04:25) Challenges in the Deal
   Discussing the hurdles faced during the sales process.

3. (0:05:57) Integration Strategy
   How Nivvon’s software integrates with the client’s systems.

4. (0:08:24) Champion Transition
   Handling the transition of the internal champion at the client’s organization.

5. (0:14:09) Utilizing Fluent
   The impact of using Fluint's business case framework on the deal’s success.

Resources:

LinkedIn: Hailey Ben-Izhak
Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. fluint.io/dealpod
Questions, comments, ideas - reach out to: Andrew Kappel