Article · 12 min read

When (and how) to multi-thread when selling to executives

Dan Morgese · Gong Free Intermediate

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.

• Across more than 1M executive sales cycles, a won $50K to $250K deal now involves at least 10 stakeholders.
• Win rates rise about 5 percent when executives enter around the third touchpoint.
• So build one strong champion first, then multithread, rather than going wide on day one.