Nate Nasralla

Co-Founder

I'll teach you to sell with buyers, not to them I Founder @ Fluint.io

Selling with buyers (not to them), by creating deal champions is my jam.

More long-form writing at fluint.io/blog.

___

The backstory, if you're curious: 

B2B sales has been my whole career, and I love it. 

Sometimes, I’m founding the products I sell. Other times, building teams to sell. 

I used to think sales reps close deals. Over time, I realized they don’t — buyers do.

That’s because buying decisions are made during the internal conversations happening about you, without you.

It's why I founded Fluint. To help B2B sales teams sell with their buyers, not to them. To stop losing deals when they're not in the room. 

I send out long-form content and templates/frameworks on this approach, Buyer Enablement, 2X per month. Signup for that email here: 

fluint.io/newsletter 💌

Member

Stop losing deals when you're not in the room.

Start selling with committed buying champions to land more enterprise deals.

Our platform is built on the fact B2B deals are won and lost during a buyer's internal meetings — not sales meetings. When champions pitch your product, and teams debate your value, without you.

But most deal champions wing their message, or create their own pitch materials, because they won’t send templates product decks filled with marketing speak to their boss.

To help, Fluint converts your buyer's own words from sales calls into a personalized business case your prospects are proud to champion with you. 

Join our private beta 👉🏼 nate@fluint.io

2026 goal: be better than a '3/10' and very mediocre product marketer. Because last year I always kind of did things as: 

“Give away the DIY, build a good product, people will connect the dots." 

But the number of times people have said: 

“Read all your stuff! So great… wait wait, you built a tech company?”

Makes me want to cry a little inside, because that's so much opportunity for you (and us) left on table. So I gotta step it up in '26. 

Starting with a brand-new site! With 5 things here I wanted to call out, that our customers talk about most.

Also: 

Check out the new site (below my name): 

There's a little dad joke in the middle of the site I left for you to find 

...and you'll help me step up to a 3 / 10 product marketer now 🙏

______

(1) You buy software, but you hire Olli: 

Like a new hire, he comes with a point of view / build-in training, and you pay for work delivered. (You get unlimited seats now.)


(2) Most AI is about the low-value, admin work: 

e.g. "we fill in your CRM!"

Olli does that... but he specifically does way more: the hard and creative work that wins, like multithreading, unblocking stuck deals, engaging execs, etc. 


(3) He works *with* you. 

Olli’s not about replacing AE’s: in fact the reason he exists is to split the work, and give you the full commission after.


(4) Not another “leadgen” promise.

I don’t think the world needs more top-funnel options. There are a lot of brilliant builders already doing good AI work there. 

The next frontier is revenue trapped mid-funnel: pipeline *you already have*


(5) Meet Olli, free.

The number of "AI" products you have to buy before experiencing is wild. 

So even without connecting all your data, you can test why Olli isn’t what you’ll get from other places. (But yes, he’s WAY more fun when integrated). 

______

If you take a look: what do ya think of the new look?

Co-Founder @ Fluint | Simplifying complex sales I Author of Selling With I "Dad" to Olli, the AI agent for B2B teams

AE @ Gong | Closed Won 🦙 | 5x President's Club

Creating raving fans @ Gong. Founder of Closed Won. Dad to Monty 🐾 

Brian LaManna

"If you keep your nose to the grindstone and work hard and you've got the right people, anything's possible."

You don't have to Google him anymore.

🌹 Rose Bowl
🍑 Peach Bowl
🏆 National Champions.

I debated whether or not to go to the last game. Grateful for the people that pushed me to 'take the trip.'

Will forever be one of the most special times in my life. 

We work to live, not live to work. 

Hoo Hoo Hoosiers!!! 🥹

AE @ Gong | Closed Won 🦙 | 7x President’s Club

Until further notice, this is an IU Football + Mendoza fan account.

We are here in Miami and ready for the National Championship.

I have never anticipated a game more in my life.

Full butterflies. Pit in my stomach.

But confident as ever.

Predictions?


P.S. No matter how it ends… I’m sad this season will be over. A magical run and some of the most fun I’ve had traveling + reuniting with college friends. But we don’t go to war with warm milk & cookies. Time to win.

No alternative text description for this image

Flew into Boston to see one of my favorite -new- customers.

And man let me tell you - they are cooking up something SPECIAL for 2026 and beyond. 

Fun to sit in attendance and witness the complete transformation they are bringing for dealerships this year. 

Very special in-person culture and energy that every company should want to replicate. 

They are NOT a company you want to bet against. 

Thanks for having me!! Joe Kenneally Mike O'Hanlon Eric Richmond Matt McGarry Kurt Bolgen Peter Cullen Maria Walkley Tenley Kyle Mackenzie Josh Constantino Liddy Joseph Josh Annie Matt D. 🚘 


P.S. If somehow unfamiliar... CarGurus brings unmatched transparency to car shopping, using data-driven insights to show real market value and help buyers spot great deals instantly. With the largest selection, trusted reviews, and pricing you can actually trust, it saves people time, money, and stress. And dealerships love working with them.

For a final presentation in a multi million dollar deal, the President and COO wanted to weigh in. 

My champion shared that he’d be joining the conference room and for us to be on our game.  

He joined the meeting with a notepad and pencil, took copious notes, and listened intently to every single word we said. 

Never pulled out a laptop of his cell phone. Never even caught him looking away from the screen. 

Asked thorough questions at the end and referenced every detail of our presentation. 

Will never forget that feeling of him being 100% present and giving us all of his attention. 

If a President and COO of a Multi Billion $ public company, one of the busiest people ever, can be 100% present, why can’t we do the same?

It stuck with me and respected the heck out of it 🚘 


P.S. Announcement post from Friday launching Club: https://lnkd.in/gzCQKSk4

I now have 12 free resources built for 2026, all of them below.


𝟭. 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲 - Organized way to keep track of all your prospecting efforts and people you're going after.

https://lnkd.in/gwjX9Nya


𝟮. 𝗦𝗮𝗮𝗦 𝗔𝗰𝗿𝗼𝗻𝘆𝗺 𝗚𝘂𝗶𝗱𝗲 - Terms I never knew existed until I got into tech sales. 

https://lnkd.in/g9R9WH53


𝟯. 𝗠𝘂𝘁𝘂𝗮𝗹 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗣𝗹𝗮𝗻 - Template to keep you and your champion fully aligned through a deal cycle. Also, helpful to navigate security, legal, and who the signer ends up being.


https://closedwon.xyz/msp/


𝟰. 𝗙𝗶𝗿𝘀𝘁 𝗖𝗮𝗹𝗹 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗙𝗹𝗼𝘄 - Top 12 discovery questions to follow a typical first call flow.

https://lnkd.in/g75tkxRM


𝟱. 𝗗𝗲𝗺𝗼 𝗔𝗴𝗲𝗻𝗱𝗮 𝗦𝗹𝗶𝗱𝗲 - Agenda slide to cut the 2 minutes and show a visual instead. Buyers love visuals. This is it.

https://lnkd.in/gD5vaXf7


𝟲. 𝗦𝗮𝗹𝗲𝘀 𝗥𝗲𝘀𝘂𝗺𝗲 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲 - Grab a Google Doc template of my exact resume. 2 pages on other best practices, tips, and dos/don'ts.

https://lnkd.in/gESuWPBW


7. 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹 𝗢𝗽𝗲𝗻𝗲𝗿𝘀 - 8 proven openers to get the call started hot.

https://lnkd.in/gdPP_D8J


8. 𝗡𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿 - Actionable sales tips (and some B+ memes) delivered to your inbox every Monday. Trusted by 11,200+ sellers and counting. Read in 2-3 min.

https://lnkd.in/gjeVd_U8


𝟵.  𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗛𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗚𝘂𝗶𝗱𝗲 - Quick reverses for the most common objections and methodology on how to 'handle' them.

https://lnkd.in/g36efdAw


10. 𝗔𝗹𝗹 𝗼𝘁𝗵𝗲𝗿 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀 on Closed Won.

https://lnkd.in/gVY8Xpxc


♻️ Please consider resharing if it'd help others in your network.

📌 Sellers - what (free) resource should I build up next?

8 of my favorite in-demo questions to keep the discovery 🚂 rolling.

I have these in front of me on every presentation.



1. “What else comes to your mind when you see this in how you would leverage it?”

2. “What would this allow your team to do differently?”

3. “How important are these insights for you to have?”

4. “Tell me about your current process for this today?”

5. “How would you do this without *this feature*”

6. “What are the ripple effects of this challenge on the business?”

7. "How important is this problem to the organization?"

8. “How does this compare to what you are doing today?”



Be intentional with asking strong, open-ended questions

And ditch the "umm so... any questions so far?"

Keep discovery going, keep the deal going.


P.S. Favorite 1st call discovery cheat sheet here: https://lnkd.in/g75tkxRM

Joined Gong in 2021 to sell a -hot- product that (it felt like) everyone already knew. Then June 2023 happened...

We launched Gong Engage with 0 customers.

Suddenly, I wasn't selling just the #1 conversation intelligence platform anymore. 

I was selling an unproven sales engagement tool in a crowded market.

Here's the problem we hit immediately:

Every prospect asked: "Who else is using this?"

We had no case studies. Very few Beta references.

And burning through our early adopters on every single deal? 

Not sustainable when you're trying to get to 1,000+ customers fast.

That's when we started using UserEvidence.

Instead of manually tracking down customers for references, UserEvidence automatically captures product reviews, pulls verified stats, and creates battle cards we can actually use.

Now when a prospect asks "who else uses Engage?" - I can instantly share:
* Real customer quotes
* Specific use cases
* ROI metrics from similar companies

No begging customers for time. No stale case studies from 6 months ago.

As we've grown into a true multi-product platform, UserEvidence has become essential. 

Different products, different personas, different proof points - all organized and accessible.

If you're scaling a new product or expanding your platform, you need proof at scale.

Give UserEvidence a look: https://userevidence.com/


P.S. Will be partnering with them closely in 2025 to share other ways I am leveraging them. Thanks all for the support!

Brand partnership • AE @ Gong | Closed Won 🦙 | 7x President’s Club

Tell tale sign of junior sellers is trying to avoid risk in their deals. 

And getting defensive about risk in forecast / pipeline reviews.

Risk is uncomfortable and junior sellers often try to ignore it and 'hope' that it doesn’t come to fruition. 

When in reality the opposite is best.

Get comfortable knowing risk exists in every deal and it doesn't mean it's your 'fault.'


I write out the biggest reasons why I will lose the deal. 

Then 'the action' of how I will get in front of it.

Here’s a (real) scenario of a deal I had earlier this year:
-12 month evaluation and we were named vendor of choice. Fit perfectly to their initiatives. Great critical event with a competitor renewal in 2 months but we aren’t speaking directly with the decision maker on it (CRO). Have 5+ champions advocating for us.

What most sellers would think:
- Wow, we are in a really strong spot! We have so many champions and fit perfectly with their goals. Bummer the CRO isn’t more directly involved but my champ will get it done.


Here’s how I’d approach it instead.

Risk:
- Work/effort to migrate over to a new platform
- CRO not having direct involvement
- Their current vendor will try to save this renewal with aggressive pricing.
 
Action:
- Call out the risk of both next call
- Recommend a 30 min call with implementation to discuss migration
- Recommend a 2nd, 30 min call with CRO and main POC to review one-pager exec business case we will build for them.


For any fans of the book 'The Obstacle is the Way.'

'The risk is the way' in your deals cycles.

Don't avoid it, go through it.


P.S. Closed Won Club goes live 1/26. Be the first to hear about it here: https://closedwon.xyz/

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