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2 resources from Highspot we point people to, and the questions each answers.

📄 Article
✓ Link checked Free Intermediate

Why we picked it 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?
📄 Article
✓ Link checked Free Beginner

Why we picked it A practical walkthrough of getting more than one person inside a deal, which is the single habit that separates founders who close enterprise from founders who get ghosted. Good on what to say to each role rather than just why multithreading matters.

Multithreading in Sales: The B2B Selling Framework

From Highspot 12 min read

  • Single-threading once carried an enterprise deal 80 to 90 percent of the way; now a dozen people weigh in.
  • Multithread across five roles: economic buyer, technical evaluator, end user, procurement, and executive.
  • It takes multiple conversations with multiple contacts over weeks or months, not one extra introduction.
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Answers Every deal seems to have five people in it. Who actually signs, and who am I wasting time on?
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