There’s one thing that always helps close a deal: selling a product that you are genuinely excited about.
Built In spoke with three sales leaders who agreed.
For Narmi’s Senior Growth Executive Greg Galligan, selling is about being a guide for the customer.
“Strong consultative selling skills are essential,” Galligan said. “We don’t just sell software; we guide community financial institutions through critical digital decisions.”
What leads Attain’s sales team to success, according to Senior Account Executive Steve McNaughton, is a unified team mindset.
“Our team is made up of highly motivated, creative and client-obsessed individuals who thrive on curiosity,” McNaughton said.
Meanwhile, for Findigs’ SDR Team Lead Matt Lynch, it’s disruption that pushes the team to success.
“If you’re willing to challenge the status quo daily, you’ll thrive on our team,” Lynch said. “Constantly being curious is our team’s greatest strength, and our best sellers don’t just follow a process; they look for ways to make selling at Findigs better.”
Built In spoke with these leaders about products they are excited about, sales strategies they believe in, and what it takes to thrive on their sales team.
Findigs is the rental screening and decisioning platform made to get renting right.
What is most exciting about your product? Why is it a compelling time to help bring this product to market?
Bringing Findigs to market is exciting for three main reasons.
One, we get to make a direct impact on one of the most important aspects of life: the place you call home. Helping people move into homes they otherwise wouldn’t have access to — that means something.
Two, we have the opportunity to solve an obvious problem: the burden of moving. When’s the last time you heard someone say, “I just moved, and it was easy?” With over a 100 million Americans who rent, fixing the broken process of finding and moving into a rental is extremely gratifying.
Three, our prospects are genuinely excited about our product. It’s rare for sellers to hear that something sounds too good to be true on a cold call, but we hear it often. It speaks volumes to the difference our product can make in the lives of our prospects.
How has your sales team pushed ahead with fresh perspectives and innovative strategies? What’s ahead for the team and what’s the team’s vision for continued growth?
Over the past year, we’ve made great strides to push our sales team and processes forward. We’ve tightly aligned sales development representatives with our account executives, creating smarter, more cohesive teams. We’ve sharpened our outreach, delivering stronger pitches and providing prospects with valuable insights on their current application process right from the first touchpoint. And we’ve upgraded our tech stack, using AI to automate repetitive tasks and extract more call insights that make us better sellers.
Looking ahead, we’re doubling down on who we partner with to make sales more efficient and more intentional. This effort is all about qualifying the right prospects, filtering out the wrong ones, and leveraging tech to eliminate anything that isn’t selling. This year more than ever, we’re turning customer success stories into our best sales tools, using real stories and case studies to get in front of and sell more prospects.
What qualities or experience will help someone thrive on the sales team?
You will thrive at Findigs if you take ownership of our company’s success. At a startup of our size, each of us has a shared responsibility to drive our mission and business forward. What’s particularly motivating about working on our sales team is that when you commit to driving our mission forward, the impact isn’t recognized with a pat on the back — it’s seen in our revenue numbers, the value of your equity and in new opportunities for your own personal and professional growth.
If you’re willing to challenge the status quo daily, you’ll thrive on our team. Constantly being curious is our team’s greatest strength, and our best sellers don’t just follow a process; they look for ways to make selling at Findigs better.
Also, real estate is a call-heavy industry. You will excel on our sales team if you have a relentless attitude toward picking up the phone, facing rejections and being persistent.
Attain’s real-time measurement and optimization solutions coupled with high-fidelity audiences and proprietary insights enable marketers to drive valuable outcomes like gaining new customers, retaining existing customers and increasing customer lifetime value.
What is most exciting about your product? Why is it a compelling time to help bring this product to market?
The industry has made enormous strides in measurement since the early days of my career —15 years of which were spent at media agencies, but isolating the real-world impact that a media campaign has on driving incremental sales has always eluded us. At Attain, we’re helping our clients to definitively answer that question. The impact of this is profound, as it is changing the way campaigns are bought, planned and how success is measured. At the end of the day, the goal of all advertising is to sell a product — advertisers and agencies just haven’t had the tools to measure it effectively. As an industry, we’re still looking at legacy metrics like clicks, video completions, and brand lift to measure success, when in fact, those metrics have no discernible connection to actually driving sales. What’s truly exciting about what we are building at Attain, is how we’re helping drive the industry to a more transparent future, centered around business outcomes, that allows agencies, CMOs and CFOs to all speak the same language. We’ve set big goals for ourselves as a company, and timing is just as important as the product itself. To paraphrase our COO and President, Ben Kartzman, “you can have the best product in the world, but if the industry isn’t ready for it, you don’t have the market to support your vision.” Thankfully, the market has caught up to us at Attain. Attain sits at the center of this shift, driving what we call The Outcomes Era — where marketing success is no longer measured by proxies, but by true business impact.
How has your sales team pushed ahead with fresh perspectives and innovative strategies? What’s ahead for the team and what’s the team’s vision for continued growth?
Attain has experienced rapid growth, and as we scale our business, one thing remains critical to our success: bringing in the right people. Our sales team is a dynamic mix of career sellers, veterans of successful startups and agency backgrounds — each bringing diverse perspectives and experiences. However, what unites us is a shared mindset: we’re motivated, curious and unafraid to challenge the status quo. As a startup, we don’t yet have the name recognition of some competitors, but that just means we need to approach sales differently. Our products are complex, and the methodologies are rigorous. Our biggest challenge and greatest opportunity is to make these complex products feel simple, intuitive and essential for our clients. Additionally, we place a great deal of emphasis in building in-person relationships with clients, whether that be in traditional sales meetings, at industry conferences or even over a meal. So far, 2025 is setting up to be a landmark year for Attain — we have the product, leadership and the team in place to realize our vision. In the year ahead, look for Attain to start becoming a household name in the media and adtech industry, as we continue to redefine the way media is bought, planned and measured.
What qualities or experience will help someone thrive on the sales team?
From a personal standpoint, my agency experience has been invaluable to my success on the sales team. I’ve worked across both traditional and emerging media, gaining firsthand insight into how agencies operate, what clients need and how measurement plays a role in every decision. While I wasn’t in a dedicated measurement role, it was woven through everything we did. That experience — understanding the inner workings of media agencies, working closely with clients, and leveraging my network — has been key to my success at Attain. More broadly, there are certain qualities that define our most successful sellers. Our team is made up of highly motivated, creative and client-obsessed individuals who thrive on curiosity. We foster a culture of continuous learning and development, where diverse perspectives aren’t just welcomed — they’re valued at the highest level of the organization. While we come from different corners of the media world, our collective expertise is what drives Attain’s success.
By providing one unified platform where financial institutions can manage the end-to-end customer journey, Narmi securely drives primacy, customer growth and efficiency.
What is most exciting about your product? Why is it a compelling time to help bring this product to market?
Narmi’s platform is transforming the way community financial institutions compete in the digital era. What’s most exciting is how we empower banks and credit unions with cutting-edge digital banking and account opening solutions that are not just innovative, but also deeply user-centric. By enabling seamless, fast and intuitive digital experiences, we help them attract and retain customers in an increasingly competitive market.
Now is a compelling time to bring Narmi’s product to market because consumer expectations have never been higher. The demand for frictionless, digital-first financial experiences is accelerating and many community institutions struggle with outdated legacy systems. Narmi bridges this gap with modern, API-driven technology that drives deposits, expands relationships and fosters long-term growth. At a time where digital transformation is no longer optional, we’re giving financial institutions the tools they need to thrive.
How has your sales team pushed ahead with fresh perspectives and innovative strategies? What’s ahead for the team and what’s the team’s vision for continued growth?
Our sales team has embraced a fresh, consultative approach by positioning Narmi not just as a technology provider, but as a strategic partner in digital transformation. A key differentiator is how we highlight Narmi’s commitment to constant and consistent innovation — delivering 11 platform updates per year — ensuring our customers stay ahead of shifting consumer expectations and market demands. Instead of one-off solutions, we offer a continuously evolving platform that grows alongside financial institutions.
Looking ahead, our vision is to solidify Narmi as the premier one-platform solution in digital banking and account opening. This unified approach eliminates the complexity of fragmented systems, streamlines operations, and enhances the user experience by ensuring seamless interactions across all digital touchpoints. By delivering a fully integrated ecosystem, we empower institutions to drive deposits, deepen relationships and scale efficiently — all while maintaining the agility to adapt to future innovation.
What qualities or experience will help someone thrive on the sales team?
Success on Narmi’s sales team comes from a blend of adaptability, strategic thinking and a passion for helping financial institutions transform their digital experiences. Given our fast-paced environment and commitment to constant innovation, team members must be comfortable navigating change and positioning evolving solutions as a competitive advantage.
Strong consultative selling skills are essential. We don’t just sell software; we guide community financial institutions through critical digital decisions. The ability to deeply understand a prospect’s challenges and articulate the long-term benefits of a one-platform approach is key to building trust and driving meaningful partnerships.
Additionally, a collaborative mindset is crucial. Our team works closely with product, marketing, and implementation to ensure a seamless experience from a prospect’s first conversation to their eventual go-live. Those who thrive here are curious, proactive and excited to contribute to a company that’s redefining digital banking.
