Calendar Invite: {Buyer name} & {Founder name} - Vision

Problem: Inverse multi-threading

We’ve all heard of multi-threading, right?

The subtle art of helping your buyer bring a few more key people into the decision so if they disappear off the face of the earth, you have someone else to call after the candlelight vigil.

Well, multi-threading has a lesser-known, Bizarro World sibling:

Inverse multi-threading

The inverse approach of strategically involving key members of your own team in the deal.

You were probably already doing this with your VP, but that creates a VP Fight Night. Our way changes the way the game is played.

Storytime

Caught wind that my buyer was inverse-multi-threaded (verb?) with my competitor’s VP of Sales.

Here is the resume of that VP at a Unicorn:

• 2 years Account Executive

• 2 years Enterprise Account Executive

• 2 years Director of Sales

• 4 years Sr. Director of Sales

• 2 years VP of Sales

A pure revenue assassin 🥷🏾

After that meeting, my buyer reached out about features we didn’t discuss, nor did I have.

So how do you beat this type of experience as the Underdog Seller?

It’s not with your own VP/Head of Sales. You need to tap into what I call Founder Magic 🪄

Solution: Founder Sync

Founders are excellent at selling ‘The Vision’.

More often than not, they’re getting 7-figure VC checks written based on nothing more than screenshots and “trust me, I dreamt this”.

We as Underdog Sellers need to leverage that founder talent and vision in our deals.

How?

Include a ‘Sync’ between your Buyer & your Founder.

The meetings purpose is for the Founder to deliver their vision to your Buyer and how they will benefit from it.

Build it right into your sales process for repetition and scaling:

Here’s what the Founder Sync calendar invite should look like:

Insights & Additional Thoughts

Thought #1 - Don’t attend this meeting. Have your Founder own it. They send the invite & run the meeting. People LOVE buying from Founders.

Thought #2 - The sales process at a Unicorn company doesn’t allow for this flexibility. They have layers of leadership before a Founder would even consider a meeting. This is your advantage.

Thought #3 - To make the most of this step, bring the right deals to your Founder. Define those deals together. Get one or two 30-minute meetings a week. Your pipeline will thank you.

Thought #4 - If you don’t have a relationship with your Founder, build one. They want to help. This will accelerate the way your org values you & recognizes you as a leader in your own right.

Thought #5 - Selfishly, if you lose a deal, but you’ve included this in the process, you aren’t the only one they can point a finger at. Protect yourself as much as you can.