PLAYBOOK #6

Multi-threading: Involve the CxO without upsetting your champion

Recommended for:

  • When your account is mid-size to enterprise, which means deals typically involve multiple stakholders and executives.
  • Regardless if the CxO responds or not, this approach builds credibility, keeps you top of mind & reduces friction for your champion.

1 - Email (manual) - Day 1

2- LinkedIn connection request / InMail - Day 1

Create a generic cadence task/calendar reminder to send updates. After meetings, create a brief recap for executives, with a reminder of how this impacts them.

3 - Manual email updates after every meeting (on-going)

Whether they attend or not, this builds credibility, keeps you top of mind & reduces friction for your champion. When the team starts talking to their CXO, the CXO already knows: (1) Progress of the Evaluation, (2) Problem To Be Solved, (3) Quantified Impact
Credits: Krysten Connor, Blaise Bevillacqua, Derek Wang at UserGems