We plan to bring eChai across 100 cities in India. The next eChai Startup Demo Day is on 29 August in Bengaluru and Pune. The next after that is on 26 September, all in person. 11 cities confirmed, 333 founders registered. Any city that reaches 20 interested founders is on too. See your city
Everything from

Highspot

1 resource from Highspot we point people to, and the questions each answers.

📄 Article
✓ Link checked Free Intermediate

A seven-step method for building relationships beyond one contact. It is written for new deals but the mechanics are identical for protecting and expanding a renewal.

Multithreading in Sales: The B2B Selling Framework

From Highspot by Jessica Hitchcock 11 min read

  • In the older enterprise sale, a single contact could carry you 80 to 90 percent of the way to close; now there are a dozen people involved.
  • Map five stakeholder roles on every deal: economic buyer, technical evaluator, end user, procurement, and executive.
  • Multithreading is not one extra call, it is multiple conversations with multiple contacts across weeks or months.
Open highspot.com →
Answers How do I run a QBR that the customer does not find a waste of time? My champion at a big account just left. What do I do? What separates a best-in-class QBR from a status update? How do I run an upsell conversation without sounding like I am shaking them down? How do the best teams expand beyond the first team that bought? Every deal seems to have five people in it. Who actually signs, and who am I wasting time on?
eChai Partner Brands