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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.

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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?

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