How Human Touch Helped Disclo Close Their First Six Figure Deal
“How Human Touch Helped Disclo Close Their First Six Figure Deal Hannah Olson Co-Founder and CEO, Disclo”
Founder resource
How Human Touch Helped Disclo Close Their First 6 Figure Deal
Hannah Olson · Disclo
Published September 6, 2023About this resource
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Topics covered: How Human Touch Helped Disclo Close Their First Six Figure Deal; Talk to Real People; Tailor Your Demos.
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Talk to Real People
“Talk to Real People Disability is the #1 cause of discrimination lawsuits for companies Inconsistent and non-compliant documentation practices 62% of employers report an increasing # of ADA requests as a top challenge Don’t assume a problem exists without talking to potential users 📈 ❌ 🆘”
Tailor Your Demos
“Tailor Your Demos Tell me about a time when you asked for an accommodation at work Tell me about a hard accommodations case you had to manage”
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“Beginning Middle Close Post Mobilizing Your Champion”
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Hannah Saastr Slide deck
Hannah Olson is a passionate disability advocate and the CEO of Disclo, a software company that helps employees securely disclose and request accommodations at work. Disclo is backed by Y Combinator, General Catalyst, and Bain Capital Ventures, among other prominent investors. Hannah's own journey with Lyme disease inspired her and her co-founder to launch their first business, Chronically Capable, a digital platform that connects chronically ill professionals to flexible employers. Chronically Capable is now one of the leading disability recruiting platforms in the country, with features in Forbes, Inc Magazine, Fast Company, and more. Hannah holds a Bachelor of Science degree in Hospitality Management from Boston University, where she was the commencement speaker in May 2023.
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How Human Touch Helped Disclo Close Their First Six Figure Deal
How Human Touch Helped Disclo Close Their First Six Figure Deal Hannah Olson Co-Founder and CEO, Disclo
Human centered sales approach Problem identification Non-traditional user personas Human touch in the world of AI Break through the noise Tailor your demos to the buyer Overcoming objections Mobilizing champions Be on the same team Transaction to transformation 🎯 🦄 👉 🔪 💬 ❓ 📣 👫 🔄 Identifying The ‘Why’ Authentic Outreach Nurturing Relationships
Identifying The ‘Why’
Identify a Real Problem How personal experience leads to a unique, targeted solution
Talk to Real People
Talk to Real People Disability is the #1 cause of discrimination lawsuits for companies Inconsistent and non-compliant documentation practices 62% of employers report an increasing # of ADA requests as a top challenge Don’t assume a problem exists without talking to potential users 📈 ❌ 🆘
Vs. Beyond Traditional User Personas Traditional user personas fail to capture the emotional & situational nuances of users.
Human Touch in the World of AI Why this email didn’t land… 😬
Authentic Outreach
Break Through the Noise
Tailor Your Demos
Tailor Your Demos Tell me about a time when you asked for an accommodation at work Tell me about a hard accommodations case you had to manage
Overcoming Objections What everyone does
Intentions Behind Objections “I want to come up with reasons why I don’t want to buy your product” “I want to strengthen my reasons of why I want to buy” Are you aligned? 👍 👎
Nurturing Relationships
Beginning
Beginning Middle Close Post Mobilizing Your Champion
Be On The Same Team Make customer success your #1 job Become invaluable to their team Involve them in product development 💌 🙏 🔄
Transaction to Transformation
Human touch will always matter Connect with your buyers and you’ll both win Problem identification Non-traditional user personas Human touch in the world of AI Break through noise Tailor your demos to the buyer Overcoming objections Mobilizing champions Be on the same team Transaction to transformation Identifying The ‘Why’ Authentic Outreach Nurturing Relationships
Hannah Olson Co-Founder and CEO, Disclo