Account-based selling multi-threading

Engage multiple stakeholders in target accounts. Multi-threading definition: relationships with 3+ people in buying org. Why: single-threaded deals stall when champion leaves or loses political battle. Strategy: 1. Map org chart (LinkedIn, ZoomInfo). 2. Identify 5-7 key stakeholders. 3. Assign custom approach per person. Example: Economic Buyer (exec briefing, ROI focus), Champions (detailed demos, frequent touch), End Users (hands-on trial, training resources). Tactics: ask champion for intros ('Who else should evaluate this?'). Attend prospect events/conferences. Engage on LinkedIn. Send personalized gifts. Track relationship depth (0=unaware, 1=aware, 2=engaged, 3=advocate). Safeguard deals: if 1 person goes dark, others keep deal alive.