3 Techniques That Will Transform Your Deal Execution
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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.
![“Hey Devin, No need to meet today.
Sorry to say, we just signed a deal with
[your biggest competitor].”](https://image.slidesharecdn.com/techniquestransformdealexecution-200527005757/85/3-Techniques-That-Will-Transform-Your-Deal-Execution-8-320.jpg)
3 Techniques That Will Transform Your Deal Execution
- 2. 3 Techniques to Transform Your Deal Execution
- 3. THINK ABOUT YOUR BEST DEAL...
- 4. STORY TIME
- 6. MONEY DANCE
- 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 OUTDATED AND WORKING AGAINST US Winnable deals are lost because the way we approach deal execution is
- 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
- 19. Deal insurance if your point of contact goes dark
- 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