PLAYBOOK #5

Multi-threading: Involve the entire buying group in your sales process

Recommended for:

  • When your account is mid-size to enterprise, which means deals typically involve multiple stakholders and executives.
  • Ask these questions after finishing your first discovery/demo call with your main champion to have them introduce you to the rest of the buying group.

1 - End your call with 3 questions

The introductions are their idea.
You are teaching them how to buy.
They are teaching you how their organization works.
Win / win / win.