Outbound Squad
[Tactics] Multi-threading: Using "give to gets" to get to power
Mar 19, 2024
Explore how multi-threading in deals results in higher win rates by engaging multiple stakeholders. Learn about the 'give to gets' strategy to align with buyers' desired outcomes and secure commitments for successful deals. Navigating demo preparation and securing commitments for future actions is also discussed, emphasizing the importance of aligning on the buyer's desired outcome and involving key stakeholders through effective communication strategies.
07:28
AI Summary
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- Engaging multiple stakeholders increases win rates in deals.
- Using 'Give to Get' framework aligns efforts and secures commitments in sales interactions.
Deep dives
Importance of Multi-Threading in Sales Deals
Engaging multiple stakeholders in sales deals significantly increases win rates. Data from various sources confirms that involving four to five stakeholders in a deal leads to two to three times higher win rates compared to deals with just one or two contacts. When representatives have two or more people in the second sales call, win rates can almost double. Multi-threading involves getting key decision-makers aware of and involved in a deal to prevent it from stalling.
Remember Everything You Learn from Podcasts
Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.
