Chas Englander: Financial software sales require face time due to buyer career risk
Chas Englander · The Finance Startup Bringing Agentic AI to Wall Street · Y Combinator · Jul 31, 2025 · at 12:05
Chas Englander, co-founder of Model ML, explains the sales psychology and trust-building required when selling AI software to major financial institutions.
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“A lot of times you're speaking to folks that, you know, if they make a wrong call here, they could get fired, right? And so you spend a lot of time building that trust. I think the big part of that trust is, is FaceTime and getting in front of people, obviously, but then spending the time on, on the demo and how that's justified and really investing in things that are specific to the customer.”
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