Most mid-market and enterprise deals require multi-stakeholder buy-in and sign-off. Also, buyers often change roles or leave companies. Yet sellers put deals at risk by selling to only one connection at an account (i.e., being ‘single-threaded.)’ Research shows that the most successful sellers – those who surpass 150% of quota – are 13% more likely to multi-thread than their peers. Additionally, Gartner research suggests that by 2026, B2B organizations that leverage multi-threaded commercial engagements will grow revenue 50% above their competition.
Objective: Identify, message and engage multiple stakeholders involved in the buying process to maximize win rates and minimize deal cycle length.
What’s included: Stakeholder Maps (Personas & Buying Roles), Multi-threading Checklist & Sales Plays, The Champion Identification Checklist and Building Consensus (the PAIL method).
When to use these resources:
- During sales onboarding
- Once an opportunity is identified in the discovery stage
- Once an opportunity is in the demo stage
- When running Top Deal reviews
- When or if you need to bring together business and technical decision makers (which often happens during the demo or trial stage).