t f o elopmen t Based v oun c art 7c Multi-threading P The WHO ASales De In Account Based Everything, you’ll need Tip: more than one or two personas in each target account – B2B buying is a team sport. A lot of ABSD experts coach the ‘Two Nos’ rule: an The term ‘multi-threading’ account should never be marked ‘no contact’ until Comes from the world of computer Deals that move forward on the basis of just at least two of the key personas have said no. programming. It refers to a program one or two buyer contacts are the most likely or operating system that can handle to fail. Your contact can get sick, go on vacation multiple user requests – or threads or leave the company – stalling or killing your “Targeting enterprises is trickier – at a time. A nice metaphor for the deal. That’s far too high a risk for the deal simultaneous relationship building sizes we’re talking about. You need to build than the transactional model in Account Based Everything. connections with as many members of the used for smaller companies. buying/influencing team as possible. You need to navigate multiple buyers and roles.” "For deals over a certain Ken Krogue threshold, it is unacceptable to President and Founder, come to the table with only one InsideSales.com person at the target company.” John Gilman VP Worldwide Commercial Sales, NewRelic 43