Multithreading to win committee deals

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:

1. During sales onboarding
2. Once an opportunity is identified in the discovery stage
3. Once an opportunity is in the demo stage
4. When running Top Deal reviews
5. When or if you need to bring together business and technical decision makers (which often happens during the demo or trial stage).