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3 Techniques That Will Transform  Your Deal Execution
3 Techniques to Transform
Your Deal Execution
THINK ABOUT YOUR BEST DEAL...
STORY TIME
BUDGET
AUTHORITY
NEED
TIMING
MONEY DANCE
BUDGET
AUTHORITY
NEED
TIMING
“Hey Devin, No need to meet today.
Sorry to say, we just signed a deal with
[your biggest competitor].”
OUTDATED AND
WORKING AGAINST US
Winnable deals are lost because the
way we approach deal execution is
MULTI-THREADING
TEAM SELLING
EMAIL VELOCITY
WIN INFLUENCE WITH DMC
BUILD TRUST AND CREDIBILITY
FORECAST WITH PRECISION
Three techniques that will help you…
MULTI-THREADING
is the process of building relationships with
multiple stakeholders within your deal.
6-10 INFLUENCERS IN
BUYING COMMITTEE
Source: Gartner 2020
Winning deals involve more influencers early in their deal
If you rely on one point of contact to win your deal,
you’re also only one person away from losing it.
EMAIL
Now this was just for sales meetings.
But how else do we engage with buyers?
Email Engagement
DMs
INFLUENCERS
STAKEHOLDERS
END USERS
Deal insurance
if your point of
contact goes dark
Triangulate
the Truth
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
HOW?
Ask the same questions
to multiple people
TEAM SELLINGinvolves multiple team members across
departments working together to help close a deal
Seller Organization:
ONE OR MULTIPLE PARTICIPANTS
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
WHY DOES TEAM
SELLING WORK?
1. Your time investment builds trust
2. Your experts build credibility
3. Gives you a competitive edge
EMAIL
VELOCITY
SIGN?
How do you know if your buyer is going to
EMAIL
VELOCITY
The best indicator of whether your deal will close is
MORE EMAILS = MORE DEALS
3 Techniques That Will Transform  Your Deal Execution
RECAPThe key to effective deal execution is
winning influence with your buyers
You need to adapt to the buyer’s journey, and that
means winning influence in your accounts using
MULTI-THREADING
TEAM SELLING
EMAIL VELOCITY
FREE MULTI-THREADING PLAYBOOK
Message “Send it”
to Devin Reed
Follow Gong on LinkedIn

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3 Techniques That Will Transform Your Deal Execution