Building the GTM of 2027 • GTM Architect, Advisor, Operator • Also building the best influencer marketing programs on LinkedIn • Sales shouldn't be a dirty word :)
Multithreading used to scare me. I've lost my fair share of deals to being singlethreaded. "What if I piss off my champion?" "I don't want to step on anyone's toes." "What if I kill my deal??" 😨 But I learned that's the wrong way to think about it. Instead, think about it like this: 💡Multithreading 𝘩𝘦𝘭𝘱𝘴 𝘺𝘰𝘶𝘳 𝘣𝘶𝘺𝘦𝘳, 𝘢𝘯𝘥 𝘪𝘴 𝘺𝘰𝘶𝘳 𝘫𝘰𝘣💡 Organizations buy software relatively frequently (becoming less frequent now, by the way), but individual leaders may not. And buying your software is 𝘯𝘦𝘷𝘦𝘳 their top priority. But you're a 𝘱𝘳𝘰 at selling your product. It's literally all you do. (That's why it's called "being a professional") It's your job to help them to a decision (yay or nay). So, getting the right people involved at the right times makes everyone's jobs easier. Yours, theirs, procurement's. Everyone's. My favorite tip for multithreading? 👉 Start before your first call 👈 Book a call with a Director of Sales? Before the call, reach out to some reps on their team + their VP. --- To the reps: "Hey [Name], fellow AE here doing some prep work. One of your directors booked a call with us for Thursday. I imagine she's thinking about [Problem]. Any chance you're experiencing something like that? Would love your insight." --- To the VP: "[Name], a director from your team booked a call with us for next week. Sounds like [Problem] might be a priority. We'll be discussing its impact on [Metric] and the specific risk to [Org]. Will send notes afterward and keep you in the loop. PS: Happy to make time if it makes sense to connect on this." --- Set the tone and expectation from day 1 that you will be multithreading (appropriately) throughout the process. Always ask permission later, if you're unsure about reaching out to a new person. But at least show that multithreading is the default, not the exception. Want to get better at multithreading? Here are some great folks to follow: Salman Mohiuddin 👩🏻🏫 Krysten Conner Nate Nasralla Brian LaManna What's your favorite tip for multithreading? #saassales #sales #ae
I think before you start multi-threading everyone replays that scenario in their head where their champion has gone quiet and they potentially have to reach out to the boss of the champion and risk the relationship - and the deal feels at risk either way. If you make multi-threading the game plan from the very beginning you skip that step altogether. It just takes a plan at the start as opposed to a reaction in the sales cycle. Great insight Josh
Agreed! Multithreading can be intimidating, but it's vital to sell. Starting before the first call is smart. Set the expectation Josh Norris
appreciate the shout!!! awesome post josh
Josh, Thanks for sharing your thoughts on multithreading. It's a great technique that can help you close more deals. I agree that it's important to get the right people involved at the right times. This can help you to move the deal forward more quickly and smoothly. I'm glad you mentioned that you start multithreading before your first call. This is a key step in the process. By reaching out to other stakeholders early on, you can build relationships and get them on board with your solution. I'm also a fan of the tips you shared for reaching out to reps and VPs. These are great ways to get the conversation started and build rapport. If you're interested in learning more about how Futurum can help you with multithreading, I'd be happy to set up a time to chat. Just let me know. Sophie Wilde