In this episode, Ryan is joined by Drew D’Agostino of Crystal. Crystal is an emotional intelligence tool that leverages AI to create better conversations with clients, and prospects as well as internally with co-workers. Drew talks to Ryan about how he is approaching the business and what they are doing in the space including the journey to finding the perfect product-market fit and the uniqueness of building a SaaS tool that connects with people on an emotional level.
KEY TAKEAWAYS

Crystal’s primary go-to-market strategy is b2b which accounts for 75%, 25% comes from its b2c channel
Crystal is founded on the truth that people have fundamentally different personalities and that these are strong, observable and measurable
Crystal was founded 8 years ago but in the past 2 and a half years Drew and his team have had to pivot and make significant changes, particularly in how it is packaged and sold as a product.
Initial inbound leads aren’t a challenge for Crystal, what they have historically struggled with is the middle funnel; taking raw interest from a pool of leads and allocating the right time and sales team to them.
There are multiple reasons people would use Crystal which presents a unique challenge when trying to capture use.
Investing in SEO was a decision made in 2019 that has paid off for Crystal, for example, they are now one of the top personality tests taken and this generates a lot of leads.

BEST MOMENTS
“When people have these differences between one another it can make communication very difficult”
“We’ve been building a 2 and a half-year-old business on top of an 8-year-old product”
“Top of funnel isn’t a problem for us, we really get a lot of inbound interest”
“If you ask 10 random people why they came to Crystal, they’ll generally give you 10 different answers”
“It’s deeply in our DNA, having a SaaS tool that connects with people on an emotional level”
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley
Founder and CEO
Whale Boss
312-848-7443
ryan@whalesellingsystem.com
www.ryanstaley.io 
EPISODE RESOURCES
https://www.linkedin.com/in/drewdagostino/
ABOUT THE SHOW
How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.
This is where Scaling and Sales are made simple in 25 minutes or less.Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecretsSee omnystudio.com/listener for privacy information.