Cristina Padurean

Pro Tip #4: Multithreading is Key 🔑🔑🔑 During her award-winning pitch at GTM KO, Mia Lilienthal cited other Outreach sales leaders Angela Garinger and Sheri Hedlund in her pitch to Kevin Bognar. This is an important skill: multithreading. Even though it was just a practice pitch, she demonstrated meaningful communication across the organization with multiple contacts. And good thing too: Outreach data indicates when more than one contact is engaged, deals are 37% more likely to close. If we could give one piece of advice to Mia, we’d suggest going beyond the sales org. Even though they are her target audience, Mia could better her odds with cross-department threading. Cross-department threading has the potential to increase win rates by 56%. TL;DR Don’t just settle for multiple contacts, aim for multiple departments while multithreading. Check out all the pro tips in the comments 💡

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Having a decent number of customer Success stories is not enough. They won't do the job for you. You should be able to tell them in a remarkable and unforgettable way. Unfortunately, most of the time Success Stories are not built like that: they’re even too emotional and vague, or too logical and cold. A mixed approach is the answer. Every time I share a Success story, I follow a narrative plot: the structure works because it mirrors the tales we grew up with. Next time you’re sharing a Success story, follow this structure and add the below mentioned elements in this order: 1. 'The Hero' The hero is the main character of the story, the client you’re talking about. Don’t limit yourself to mention the name of the company, add people and titles too, like you’re talking about a kingdom. 2. 'The Challenge' What was the problems they had to face? What consequences were these problems generating? Be sure to add quantitative and qualitative information – mix hard metrics with feelings. 3. 'The Choices' Mention the option your client had before choosing – highlight their source of confusion, their struggles, their doubts. 4. 'The Battle' Here, focus on the ‘eureka’ moment: when did your client realize they had to do something? What made them act? What made them decide the problem must be solved? 5. 'The Decision' For this section, highlight the decision the made, why they choose you and what they wanted to achieve. Furthermore, add their fears and their perceived risks. 6. 'The Transformation' What did your clients accomplish after implementing your solution? What were their business and personal wins? As per point n.2, be sure to add both hard metrics and 7. 'The Lesson' The last section is one of the most important – share what you and your customer learned from everything that happened. And you, how do you share Success stories?

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