Summary

In this conversation, we discuss the importance of multi-threading in sales. Multi-threading refers to developing relationships with multiple decision-makers on the purchasing side. We highlight the benefits of multi-threaded sales, such as increasing win rates by involving three or more people in the sales process. We also share tips and strategies for effective multi-threading, including conducting thorough research, training the trainer, and using tools like LinkedIn Sales Navigator and Salesforce.

We cannot emphasise enough, the need to be proactive in multi-threading to protect deals and increase success.

Takeaways

• Multi-threading in sales involves developing relationships with multiple decision-makers on the purchasing side
• Multi-threaded sales have a higher win rate compared to single-threaded sales
• Thorough research and planning are essential for effective multi-threading from the beginning of your deal
• Tools like LinkedIn Sales Navigator and Salesforce can aid in account mapping and tracking multi-threading efforts.
• Being proactive in multi-threading will protect and de-risk deals and increase success.

Chapters

00:00 Introduction and Small Talk

03:15 Definition and Importance of Multi-threading

09:01 Challenges and Strategies for Multi-threading

13:08 Multi-threading in Different Sales Opportunities

17:59 The Impact of Implementation on Multi-threading

20:51 Tips and How-tos for Multi-threading

29:10 Call to Action and Conclusion