Ep. 44: Fluint Customer Story featuring Greg Crisci Selling with Narrative and Numbers
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
