Outbound Squad [Playbook] Multi-threading: Get to power, win bigger deals, and expand customer accounts
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Jun 17, 2025 Heath Barnett, VP of Revenue at Mixmax, talks about enhancing sales effectiveness while Amber Smith and Karen Hor from ZoomInfo emphasize building strong client relationships. They delve into the power of multi-threading in sales, sharing strategies to engage multiple stakeholders and drive growth. The trio discusses the importance of personalized outreach to executives, the give-to-get approach in relationship building, and the necessity of thorough research before sales interactions. Their insights can help reps win bigger deals and shorten sales cycles.
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Power of Multi-threading in Sales
- Deal win rates increase significantly when six or more stakeholders are engaged.
- Multi-threading raises internal influence and reduces buyer's remorse, de-risking purchases.
Build Trust, Not Just Pitch
- Don’t pitch products; focus on solving use case problems to build trust.
- Engage multiple people in the organization through genuine conversations, not cold calls.
Genuinely Engage All Stakeholders
- Be patient, genuinely curious, and learn each stakeholder’s priorities.
- Gather insights from all levels to create a shared understanding for executives.