Is the success of a successful sale in a good presentation? Not at all, because the deal is not decided during the presentation, but in the many internal discussions that take place afterwards.
During this period it is so important to be with the client to answer their questions and facilitate positive decision making. See how this platform, helps you do just that.
The problem
You want to make a successful B2B sale. You have presented in front of a potential client. You prepared excellent slides and described the business value. You’ve done your job well. The client then paused to consider your proposal, and now you just wait because you can’t influence their decision.
But how is a decision about such B2B purchases usually made? Your potential client is internally discussing your proposal with decision-makers, line managers, and other employees. During all these internal discussions, they have questions and concerns, but you can’t answer them quickly because you’re not there.
Being outside the buyer’s company, one might think that the decision-making process is simple: the responsible manager or director goes to the VPs or SVPs with a proposal from the seller, discusses it, and the decision is made.
In reality, this process is more complex, often requiring consultation at all company levels – vice presidents, directors, managers, and individual contributors.
In this situation, it is vital to have a well-informed internal champion within the customer’s organization to support your proposal. The question is, how do you attract such a person and equip them with the necessary data?
This company has developed a product to solve both of these problems.
The solution
Fluint is a platform designed to enhance B2B sales by creating ‘deal champions’.
The company’s main slogan is self-explanatory – “Stop losing deals when you’re not in the room”.
In large B2B sales, providing your potential client with all necessary information is crucial. Importantly, this information should be conveyed in the buyer’s language, not your own.
Fluent focuses on generating compelling business cases and executive summaries to help internal champions effectively sell products within their organizations.
How it works
Traditional sales presentations have many slides and tons of information and you customers need to wade through them finding necessary information. Additionally, as co-founder of Fluent Nate Nasralla says – ‘Most sellers have never been buyers. So naturally, how they sell lacks a certain level of “depth.”’
In other words, these slides often “speak” in the language of the seller, not the buyer.
Fluent resolves these issues by creating a concise one-page description of your business offer, specifically answering the questions your potential customer may have.
Not just a ChatGPT
Today, no one is surprised by the ability to condense a marketing or sales deck into a one-page description. Language learning models like ChatGPT excel at this task. However, Fluent suggests that merely summarizing your pitch deck is insufficient.
The platform takes several inputs: your own marketing and sales materials, inquiries from the customer, recordings, and memos from your business meetings with the customer, etc.
As a result, the output document is a concise summary of the seller’s business proposal with exactly those values and facts that are important for the buyer to make a positive decision.
And that’s not just a document. Fluent provides a convenient way to exchange Q&A with the internal champion.
Your advocate within the buyer’s company can ask you clarifying questions at any time, such as during an internal meeting, and you can quickly provide your feedback directly in the proposal.
Different templates for different cases
You can create your proposal using several specially crafted templates, such as business case, follow-up email, MEDDICC, sample business case, and others. These different templates can be used at different stages of your sales negotiations.
Business Model
Fluint provides two general subscription plans. The individual plan costs $70 per month, while the team plan has a custom price that requires individual discussion.
What to check
We really liked how Fluint’s sales process is described in the interactive journey on their website. It’s probably the best onboarding denmo we’ve ever seen. Highly recommend checking it out.
What to mention
This service is somehow similar to AutogenAI that we have reviewed recently. AutogenAI is more focused on selling bids on its own. However, on a conceptual level, the two platforms are similar: they can collect data from different sources and create an output document that does the job perfectly.
This seems to be a very productive idea that many startups can replicate in their products.
The company
Fluint was established in 2022 in Denver, US.
The founders of the company are Jon Crawley and Nate Nasralla.
The company got first investments of $1.6M on Nov 28, 2023 from PHX Ventures
and Drive Capital.