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Sales multithreading: A practical guide to win more deals

usergems.com · 2,662 words · saved by 1 readers

We assume the best sales teams win because, well, buyer-focused teams. They treat the buyer with respect. They’re good at creating exclusive experiences for the buyer. Buyers trust them. Wash. Rinse. Repeat. But, I think some of the best sales teams are so because they are great at adding value with multiple decision-makers in the buying organization (or B2B sales multithreading). That’s what initially led to product-market fit. Closed multiple deals. Allowed them to scale. Hire that SVP of sales…you see where this is going. Because frankly, closing the typical B2B deal involves an average of 6 —10 decision-makers (up from the 6.8 decision-makers in 2016), according to Gartner. What’s more, the number of decision-makers could increase for complex deals. Here’s a short story (told by Becc Holland, CEO & Founder of Flip the Script at a UserGems webinar) that brings home the importance of multithreading in sales. When Becc Holland started as a sales development representative (SDR), she s

Most people assume the best sales teams win because they're buyer-focused. They treat the buyer with respect. They’re good at creating exclusive experiences for the buyer. Buyers trust them. That's the conventional wisdom. The best sales teams win because they engage multiple decision-makers in the buying organization ( or B2B sales multithreading ). That's what led to product-market fit, closed deals, and enabled scaling. Because frankly, closing the typical B2B deal involves an average of 6 to 10 decision-makers (up from the 6.8 decision-makers in 2016), according to Gartner . What’s more, t

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