Build A Bridge Between Insights To A Narrative With Your Mobilizer

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Welcome to Lesson 21 of The Purposeful Performer!

Want to accelerate your early discovery conversations into transformational deals? Master the art of asking better questions.

In today's lesson, guest author Nate Nasralla shares how to move beyond basic qualification to create curious buyers who actively sell your solution internally.

Learn a simple roadmap for powerful discovery, including specific questions that uncover real problems, navigate buying processes, and connect to meaningful payoffs.

This approach helps you create champions across the buying team who can articulate your value to others—the key ingredient to developing winning narratives and closing bigger deals faster.

Total points up for grabs: 15

Let’s recap our journey so far with MINTS

I applaud the work you’ve been completing inside The Purposeful Performer—I know it’s a lot! But if it was easy, everyone would achieve the same stellar results.

As a Purposeful Performer, you understand that real power comes from making important tasks easier and being okay with not finishing the less important ones, since they don't help you reach your full potential.

When it comes to designing a world-class buying experience for your customers, we’ve been focused on unpacking the proven MINTS Framework over the past several lessons. Let’s recap:

• MINTS is not a linear sales methodology; instead, it’s a framework for designing a better buying experience for busy, attention-strapped executives.

• There are five core components of this framework aimed at helping you win a transformation deal with a large organization—Mobilizer, Insights, Narrative, Team, and Strategy.

• The best starting point in designing a world-class buying experience using MINTS is Insights.

• We unpacked how to develop compelling commercial insights fast with a “secret weapon” AI tool purpose-built for enterprise and strategic sellers in Lesson 18.

• Then, we turned those insights into action to get attention with executives in Lesson 19.

• We then deconstructed how to narrow in on the right challenger executive called the Mobilizer in Lesson 20.

Today, we’re focused on building a bridge to the Narrative, which you’ll want to co-develop with your Mobilizer.

I love this part of MINTS because it mixes creativity, process, and technology to transform your initial conversations with a prospect into a simple story.

This narrative eventually develops into an internal business case (versus a boring proposal from an outside vendor) for your customer and can help boost your win rates to over 70%.

Here’s where we are in the framework:

The key to brining this magic to life is to invite your Mobilizer (and the broader buying team) to sell with you versus selling to them.

There is no better expert on this topic than my friend Nate Nasralla, founder of Fluint and the author of Selling With.

I’ve invited Nate to be the guest author for the next few lessons to help you create this magic.

Stay until the end of this lesson to watch a short video and take a crash course inside the mission. You'll learn how to use Fluint to fill in information gaps and create a Narrative that your Mobilizers will value and help promote within their organization.

Let’s dive in!

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