Playbook: The Multithreading Playbook

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1. 12:22

   So, ask them if they'd be willing to make an introduction via email. Because if you leave the meeting without an intro, what are you gonna do? Like, just start calling these people out of the blue? Even if you're able to get ahold of them, you have so much more credibility when they make that introduction and they say, Dave, talk with Nick, he's gonna come back to me with a recommendation. “So, know the titles, know the names,” get permission to get an introduction, and get those direct introductions. And then from there, a very common error that salespeople make is they've got a next steps field in their CRM. And they go to their boss and say, cool, I've got a next step on the books next week

   In Asking for introductions

2. 23:29

   So step one, you get on the call, you want to figure out why are we even here? I bet a lot of salespeople reach out to you and I don't imagine you take every meeting. What prompted you to take this meeting? Get the other person talking. Then what you want to do in your upfront contract is you need to early, early on foreshadow “the fact that you are going to be asking for introductions to other people.” So you might say something like, look, Armand, these first meetings typically end up going one of two ways. You might decide today that this thing is not a fit, and if that's the case, no worries, you won't hurt my feelings. I didn't build the software, I'm just the one that sells it. The other outcome might be you say, hey, this seems relatively interesting, might be worth doing some deeper due diligence on this.

   In Asking for introductions

3. 24:22

   minutes early to talk about whether or not we involve her in the conversation? When you do this, even if they say, no, I want to see a demo first before I introduce you to anybody, fine. At least what you've done is by saying, hey, I'm going to ask for intros to other people, even if you get pushback, you can now uncover, okay, what will it take, what do you need “to see or believe or hear about what we do in order to make those intros to other people?” And if it's nothing will get me to introduce you to somebody else, well, you know that this probably is not a deal and not a path you want to go down. So you've got to early, early on say, hey, usually folks will want to intro me to the team. At the end of the meeting, you can basically end by being like, so what did you think? Figure out, did they like what they saw, heard, et cetera.

   In Asking for introductions