Outbound Squad
Multi-threading: A 3-part framework to get introduced to more execs in your deals
Nov 5, 2024
Discover the art of multi-threading to boost your sales success. Learn how engaging multiple stakeholders can change the game in closing deals. The discussion dives into common challenges faced by sales reps and offers a practical three-part framework to effectively connect with executives. Gain insights into impactful strategies that can elevate your approach to stakeholder engagement.
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Quick takeaways
- Engaging multiple stakeholders in a deal can significantly increase win rates, with the right involvement leading to three to four times more success.
- The suggested three-part framework includes offering social proof, making specific recommendations for stakeholder involvement, and outlining clear next steps.
Deep dives
The Importance of Multi-Threading in Sales
Many sales representatives struggle with multi-threading, which involves engaging multiple stakeholders in a deal, rather than relying on a single contact. Over three-quarters of reps are often single-threaded, and as a result, they miss out on higher win rates. It is noted that deals with the right people involved can see win rates increase by three to four times, highlighting the significant impact of engaging a broader network. Sales leaders are increasingly emphasizing the need for reps to proactively reach out during the sales cycle to secure these crucial multi-threaded connections.
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