How to multi-thread - 3-Part Mini Series

Armand from 30MPC outlines the major steps in his multithreading series

1. Identify key people

Determine who influences buying decisions by department and role. Organize these contacts on a chart.

2. Plan your approach

Decide who to contact first based on their ability to solve problems and push deals forward.

Choose between:

Top-down approach

Start with senior executives, then talk to supporters and tackle blockers.

Bottom-up approach

Begin with lower-level champions, connect with top executives, and address blockers last.

3. Engage broadly

Use team support to approach various contacts across the target company. Continue until you have strong internal advocates or widespread departmental involvement.

And this is just the first part. You will love this series:

• How to Multithread Part 2: Top-Down Selling

• How to Multithread Part 3: Bottom-Up Selling I

• How to Multithread Part 3: Bottom-Up Selling II

Stuart Taylor shares his multi-threading email

In a recent LinkedIn post Stuart talked about the importance of multi-threading on your deals.

He uses following email:

“David, been speaking with your colleague Allison about 'some of the problems she's trying to solve'.

She said you are also aware of these challenges and been exploring ideas on how to fix it.

Wanted to to introduce myself and share a couple ideas over email. In particular what we are hearing from CRO’s right now.

Let me know your thoughts”

Don’t forget to insert the specific problems you were covering that Allison has ;)

Increase win rates by 25%+

Use Jason Bay’s guide on multi-threading to do it.

1. Reverse-engineering the perfect deal

Identifying the key decision makers and influencers needed to win a deal

2. Spotting potential blockers

Recognizing obstacles that could prevent a deal from closing

3. Helping buyers de-risk their purchase

Providing buyers with confidence to move forward with a purchase

4. Threading in power earlier in deals

Engaging with high-level stakeholders sooner in the sales process

5. 4 email templates to use immediately

Sample emails for multi-threading that you can start using right away

6. Going 1-on-1 with champions and sponsors

Building relationships with key supporters of your solution

7. Talk tracks for introductions to power

Scripts for getting connected with high-level decision makers

8. Bartering for access to power

Offering value in exchange for access to important stakeholders

The guide is useful for both new and experienced account executives looking to improve their multi-threading skills and win more deals.