Hi everyone,

Last week, we shared five videos from our Learning Center to help advance your prospecting game. Spending time researching your prospects before the initial outreach is one of the things that top performers do that helps them stand out among their peers.

Another thing top performers do is multi-threading, which is seeking out and building relationships with multiple people within a singular account. Multithreading often leads to bigger deals because as you bring in more champions, you will potentially be able to serve more people with your solution. Multithreading also means deal security because you will still have other champions if one champion leaves the team or your account.

Here are five best practices from five successful salespeople on how to multithread effectively:

1. Connect with more people within the account on LinkedIn but don’t pitch them. Share relevant content with them instead.
2. Connect your champion’s problem to a larger, company-wide initiative.
3. Send these emails before and after your demos to new champions. See more in this blog post.
4. Make it easy for your champion to say yes by writing an intro email for them and asking them to forward it.
5. Ask your champion to introduce you to new champions so you can ensure your solution’s rollout is successful.

There’s one common theme in all the advice shared above: value. Regardless of how you choose to multithread, make sure you are bringing value for all the champions and focus on how you can help them reach the solution they desire.

Thank you and happy selling,

Eva C.