How the Deal was Done | Enterprise Sales Podcast Ep. 44: Fluint Customer Story featuring Greg Crisci Selling with Narrative and Numbers
Jun 17, 2024
35:07
Greg Crisci discusses his unique approach to selling childcare benefits to enterprises, emphasizing the importance of storytelling and business cases. He shares a notable deal that took over 400 days to close, highlighting the challenges and key learnings from the process.
Background:
- Greg is an entrepreneur at heart with a history in startups and a focus on selling products and services that make the world a better place.
- The deal involved selling a childcare benefit solution to a mid-market company, primarily driven by employee resource groups and the CEO.
Challenges:
- Overcoming HR's perception that childcare wasn't a problem due to lack of direct complaints.
- Educating the employee resource group champion on how to present the business case effectively to executives.
Key learnings:
- Building a strong narrative and concise business case can drive decisions from the top.
- Engaging and educating champions within the organization can be crucial for influencing decision-makers.
Timestamps:
- (0:01:12) Greg’s background and entrepreneurial journey
- (0:04:25) Current role and responsibilities
- (0:06:46) Explanation of the deal and the solution provided
- (0:08:54) Challenges faced during the deal process
- (0:12:38) Importance of a strong narrative and business case
- (0:17:48) The final steps to closing the deal
Resources:
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 on LinkedIn