Juancallclose

Director

Multi threading

Must have right. Especially if you're low. Recommend to connect with at least 5-8 people within the prospects org.

But, what if, you're already high? The CIO and CFO are driving the deal and you're already communicating with them. Does it make sense to go broad or low then? Lot of times, the director or vp will say "oh yeah, CIO is the one to talk to. Do you know her?"

Just talking shop and wanted to get your experience.

🔎 Prospecting

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

Miller Heiman sales training teaches you that you need (1) A financial DM, (2) a technical DM, and (3) an Executive DM. Also a Champion is good to have as well if you want to seal the deal.

If you can cover those bases, and have each of those DMs on your side, you should be good.

Filth

Politicker

Live Filthy or Die Clean

I like to pull end users and decision makers at different aspects in the process through disco & demo and then have the boots on the ground drop off and commit to high end titles for the signing/pricing. Then I bring them back in for the implementation to make sure we have actual user feedback not just high level overviews.

Kosta_Konfucius

Politicker

Sales Rep

Totally agree with this! End users is probably the main area I would focus on

GingerBarbarian

Opinionated

Lead Sales

Think about it this way, do you feel like your manager has a good grasp on what is going on in all your accounts right now? Odds are they don't. Compound that 10 fold for high level execs. They are often completely oblivious to what is going on at the customer-facing level.

THIS IS YOUR CHANCE TO STAND OUT!!!

Imagine being able to give the CIO or CEO insight into their own customers they never would have looked at. That is the power of having multiple contacts within the organization. You can tell them more about their company than even they can. If you show them you can do this, it becomes your sale to lose.

Maximas

Tycoon

Senior Sales Executive

Exactly as long as you're already high you shouldn't be looking low.

Yet, Threading is still necessary whenever you're not having that kinda of communication on that level!

TennisandSales

Politicker

Head Of Sales

hmm no i dont think i would focus on multi threading too much. but I would have a conversation around how the deal will get done, who is involved and how those ppl view this project.

Wellss

Tycoon

Channel sales

In my opinion, depends on who's going to be using the product. For example, if the CIO is just the decision maker & a group of IT specialists are actually going to be using the product on a day to day, then I'd want their buy in first

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Juancallclose

Multi threading

7 comments

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