*Sunday Morning Sales Plays

Multi-Threading Deals: A Quick Guide to Getting to Closed-Won

This week's issue of Sunday Morning Sales Plays is brought to you by:

Accord: Deal Execution Platform Designed to Enforce Execution Excellence

Leading revenue teams use Accord to enforce their standards for how they sell, onboard, and expand with customers.

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Leadfeeder: Turn page views into pipeline!

Identify the companies already visiting your website and convert them into high-value leads.

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Sarah Brazier Co-Founder of Dimmo on Building a Way to Watch SaaS Demos Without Jumping Into a Sales Cycle

Here's a sneak peak at what's coming on this week's episode of Sales Players. We sat down with Sarah Brazier to hear about the vision behind Dimmo (a platform for buyers to demo SaaS products before diving into a full eval).

Sarah shared her process for creating content, starting with her first breakout post on LI. She also shared how acting and sales use similar skillsets.

This was a great convo and one you won't want to miss.

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Full episode dropping on Tuesday 7/9.

Multi-Threading Deals: Your Quick Guide to Getting to Closed-Won

First, What’s a Multi-Threaded Deal?

Think of it as having multiple points of contact within your prospect's company. You’re building a network to ensure your deal doesn’t fall through if something happens to one contact. Trust me, relying on one contact? It’s a gamble.

Why You Can’t Rely on Just One Contact

Imagine putting all your effort into one person only for them to leave the company or lose interest? Your deal could collapse in an instant. Multiple contacts mean multiple safety nets. Also in most large deals, you'll eventually need to engage an executive level sponsor in the process.

How to Multi-Thread Like a Pro

1. Build Personal Connections

Don’t underestimate the power of a friendly outreach. In a recent large deal, me making an effort to connect personally through calls and texts made a huge difference, even when we couldn’t meet face-to-face. Getting on a texting basis with multiple stakeholders proved to be a major signal that the deal was moving forward.

2. Engage Different Levels

I had a VP, senior director, a director, and a manager all in the loop. The more people you have on your side, the more secure your deal. Spread out your contacts across different levels of the company.

3. Propose Broader Meetings

It might feel weird at first, but it works. Ask your contact if it would be helpful to bring in their exec team for a follow-up meeting. Ask how you can help them get more exposure on the project.

4. Try Executive Peering

Offer to bring your own execs into the mix. Suggesting a call between your VP of Sales and their leaders can make a big impact and show that you’re bringing serious power to the table.

Using Your Company’s Resources

The best sellers know how to leverage what their own company offers—be it leadership support, custom demo environments, or anything else. Utilize these resources to strengthen your pitch.

In Closing

Multi-threading is key to securing big deals.

Build those personal connections, engage multiple stakeholders, propose broader meetings, and don’t forget executive peering. Make sure you also maximize your internal resources to back you up. If you want to learn more about how to thread your deals, be sure to reach out in Slack.

-Jesse

Hey, so we made the list of Top 100 Sales Podcasts for Top Performers!

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