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Multithreading Tactics To Boost Your Win Rates

Multithreading Tactics To Boost Your Win Rates

According to LinkedIn research, multithreading lifts win rates by 34%, yet the stark reality is that 78% of sales professionals are only connected to one person.

In a complex B2B buyer cycle, it is especially critical to enable reps to have a true scorecard of key relationships — blockers, influencers, and those with the power to sway a deal. Don’t miss this webinar, where we spill the secret sauce for sales leaders to implement smarter sales tactics for improving multithreading and your win rates.

Discussion topics

  • How to run smarter deal reviews and enable your reps

  • Innovative sales strategies and tools for effective multithreading

  • Tactics to share knowledge and gain critical deal insights in Salesforce

Key Takeaways

  • Address Fears and Resistances: According to the panelists, fear often acts as a deterrent, preventing sales reps from implementing multi-threading strategies. It is imperative for sales teams to recognize and address these fears and obstacles. Karina Ortiz particularly emphasized the importance of acknowledging fears, such as fear of rejection or being ghosted, and then strategically transitioning towards a more engaging and comprehensive approach. It is also crucial to teach sales reps the art of dealing with "no's" and rejections. This can be done by normalising rejections and viewing them as stepping stones towards success, or even as essential feedback to refine sales strategies.

  • Nurture the Multi-threading Mindset: The webinar stressed on kickstarting multi-threading right from the prospecting stage. As Jeff Kirchick explained, it requires a well-defined process that targets key points in the decision-making process. Implementation should include clear expectations, precise measurement, and regular inspections. An essential snippet from Karina Ortiz suggests adapting the multi-threading approach based on different business units when dealing with multi-products. Sales teams should be encouraged to gather constant feedback, understand the buying journey, and identify potential stakeholders.

  • Build Trust and Value: The experts unanimously agreed on the significance of leveraging the company champion. Jeff highlighted the importance of understanding the buyer's journey, identifying and engaging with both supporters and detractors during the demo phase. Karina's inputs further enhanced this, as she mentioned the importance of good champions who add value and can multi-thread effectively through an organization. They should be kept informed and their power, their knowledge of the organization's dynamics, and their potential to influence executive decisions should be tested and acknowledged.