The document outlines three techniques to enhance deal execution: multi-threading, team selling, and email engagement. Multi-threading involves engaging multiple stakeholders in the buying process to avoid losing a deal through a single point of contact. Effective team selling and timely email communication are emphasized as crucial factors for winning influence and ensuring successful deal closures.

2. 3 Techniques to Transform
Your Deal Execution

3. THINK ABOUT YOUR BEST DEAL...

4. STORY TIME

5. BUDGET
AUTHORITY
NEED
TIMING

6. MONEY DANCE

7. BUDGET
AUTHORITY
NEED
TIMING

8. “Hey Devin, No need to meet today.
Sorry to say, we just signed a deal with
[your biggest competitor].”

9. OUTDATED AND
WORKING AGAINST US
Winnable deals are lost because the
way we approach deal execution is

10. MULTI-THREADING
TEAM SELLING
EMAIL VELOCITY

11. WIN INFLUENCE WITH DMC
BUILD TRUST AND CREDIBILITY
FORECAST WITH PRECISION
Three techniques that will help you…

12. MULTI-THREADING
is the process of building relationships with
multiple stakeholders within your deal.

13. 6-10 INFLUENCERS IN
BUYING COMMITTEE
Source: Gartner 2020

14. Winning deals involve more influencers early in their deal

15. If you rely on one point of contact to win your deal,
you’re also only one person away from losing it.

16. EMAIL
Now this was just for sales meetings.
But how else do we engage with buyers?

17. Email Engagement

18. DMs
INFLUENCERS
STAKEHOLDERS
END USERS

19. Deal insurance
if your point of
contact goes dark

20. Triangulate
the Truth

21. Sometimes, their truth simply isn’t the truth.
And that’s okay, it’s just life. That said, it’s your job to
DECODE REALITY

22. HOW?
Ask the same questions
to multiple people

23. TEAM SELLINGinvolves multiple team members across
departments working together to help close a deal

24. Seller Organization:
ONE OR MULTIPLE PARTICIPANTS

25. UNCERTAINTY
Exact details around the
onboarding process
Want in-depth explanation
of integration details
GDPR-specific details in
your contract
ROLE TO INVOLVE
Customer Success
IT/Security lead
General council

26. WHY DOES TEAM
SELLING WORK?
1. Your time investment builds trust
2. Your experts build credibility
3. Gives you a competitive edge

27. EMAIL
VELOCITY

28. SIGN?
How do you know if your buyer is going to

29. EMAIL
VELOCITY
The best indicator of whether your deal will close is

30. MORE EMAILS = MORE DEALS

32. RECAPThe key to effective deal execution is
winning influence with your buyers

33. You need to adapt to the buyer’s journey, and that
means winning influence in your accounts using
MULTI-THREADING
TEAM SELLING
EMAIL VELOCITY

34. FREE MULTI-THREADING PLAYBOOK
Message “Send it”
to Devin Reed

35. Follow Gong on LinkedIn