JBay’s Keys to Getting to Power

by Jason Bay

July 7, 2023

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Here’s the thing: deals are tougher to close right now. Gong data shows that:

Deals are taking 10% longer to close
The # of stakeholders involved has increased by 54%
Buyers spend 62% more time talking about price & budget

What does this mean for you? You cannot afford to be single-threaded in deals. Here are 3 steps to get to power in every deal (and never get stuck below the power line again).

Step 1: Take the Lead

Between you and the buyer, YOU are the expert on how to buy your solution. Take the lead and coach your buyer by building a “stakeholder hypothesis” before the intro call.

Find everyone on LinkedIn who should be part of the buying process based on the last 5-10 deals you’ve closed.

Now you can get specific with your ask in Step #2.

Step 2: Sell the outcome.

Buying is infinitely more risky than selling. Use multi-threading as a way to de-risk the purchase for the buyer and to help them get a better outcome.

Try this line when you're multithreading on a call:

We’ve gone through this process over a dozen times with [example clients]. Do you mind if I share how I’ve seen [persona] get the [typical outcomes] on a project like this?”

We’re getting the perspectives of [likely champions] + [likely technical buyers, etc.] + [likely economic buyer]

Do those sound like the right folks to you? Great, I suggest we get [stakeholders] on our next call.”

Always suggest the right people, then have the prospect validate your suggestion. You take the lead on the multithreading path in a deal.

Step 3: Use “give to gets”

Strategically use “give to gets” early in the sales process to incentivize your prospect to help you multithread. Whenever the prospect wants something extra (e.g. a demo), ask that we loop in power.

Here's an example of how that might sound:

Happy to schedule a demo. Before doing that, can we align on what a successful outcome looks like for you?

And if we’re able to make that happen, can you help facilitate an intro to [executive stakeholder] so we can get them looped in?”

Jason Bay

Jason has over a decade and a half of experience selling and leading sales teams. He led many of the training engagements with AEs and SDRs at Gong, Zoom, Medallia, Rippling, and many more prior to stepping into a CEO role to help Outbound Squad scale.

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Step 1: Take the Lead

Step 2: Sell the outcome.

Step 3: Use “give to gets”

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JBay’s Keys to Getting to Power

Step 1: Take the Lead

Step 2: Sell the outcome.

Step 3: Use “give to gets”

Join 60k Newsletter Subscribers and hand-deliver tactics to you every week

Toolkit

The Perfect Outbound Sequence Template

Discovery Course

How to Sell In A Way That Doesn't Feel Like Selling.

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Want more tactics like this? Keep reading:

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Ready to dive in?Join these sellers who made it to President’s Club!

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Join these sellers who made it to President’s Club!