A deal riding on one person is not a deal, it is a favour. Gong's data is blunt about this: winning deals average around eight contacts on email versus three in losing ones, and deals between 50,000 and 250,000 dollars typically touch at least ten stakeholders. The move is not to email the CIO behind your champion's back, it is to ask your champion who else feels this problem and offer to do the work of bringing them in. Ghostwrite the invite for them, run a session framed around the problem rather than your product, and let the other functions add their own cost of doing nothing. Bring an executive in around the third touch, not the first, because starting at the top actually lowers win rates.
3 hand-picked resources, 1 India-specific, 3 link-checked. Pick how you want to dig in.
Why we picked it Built on over a million executive sales cycles, and it answers the timing question specifically: win rates drop about 6 percent when an evaluation starts with an executive but rise 5 percent when they join around the third touch.
From Gong by Dan Morgese 12 min read
Open gong.io →Why we picked it The number that makes the case in one line: winning deals carry around eight email contacts against three in losing deals. Read it when you need to convince yourself, or a rep, that single-threading is a risk and not a relationship.
From Gong by Devin Reed 9 min read
Open gong.io →Why we picked it Written for Indian founders selling cross-border, with practical detail on qualification, opportunity management and how to templatise follow-up so a deal does not live in one rep's head. Mohit Garg of MindTickle supplies the operator view.
From SeedToScale (Accel India) by Rachit Parekh 25 min read
Open seedtoscale.com →How outbound that works reads from a different seat.
The same ground, over in Get your first customers, our Starting Up track.
The same ground, over in Grow organically & retain, our D2C track.
