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📌 What We Cover

• Why multithreading down the org chart matters as much as getting exec access - and what you miss when you skip it
• How Meredith ran a real call recording tool eval at Aligned and what her reps' daily inputs revealed about BTL influence
• The "out of sight, out of mind" executive reality: why your deal is not top of mind for the buyer's leader, and what that means for your BTL strategy
• Four specific plays to build below the line support: sending relevant resources, gamification, asking directly how to help them get it approved, and echoing day-to-day language over ROI
• Why speaking ROI to a BTL signals you don't understand their world - and what to say instead
• How keeping BTLs looped in between calls surfaces critical deal intelligence, including procurement involvement you wouldn't otherwise know about
• Why your BTL is likely the one who walks you up the chain - and what it costs you if that relationship is weak

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🔗 Resources Mentioned

• Aligned - AI deal workspace for multi-stakeholder enterprise deals. Build your first room free.

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To navigate non-linear buying cycles, you have to run parallel conversations. This requires meeting with stakeholders individually while actively building group consensus. You cannot talk to a sales leader the same way you talk to marketing, RevOps, or finance. You have to tailor your outreach.

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Meredith shares real examples of multithreading done well and multithreading done poorly. You will learn how to send targeted agendas, write tailored email recaps, and warm up key players before a meeting ever happens. If you want to stop chasing a single person who might never show your tool to anyone else, this strategy is mandatory.

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What We Cover

1. Why multithreading requires one-on-one or small group meetings to build individual relationships.
2. How to tailor your interactions to what matters distinctly to sales, marketing, RevOps, and finance leaders.
3. What to do when stakeholders cannot attend every single group call.
4. Sending separate agendas ahead of time so you can focus strictly on delivering value during the meeting.
5. How to write recap emails that highlight outstanding questions for both the large group and specific individuals.
6. The danger of looping senior leaders into highly technical communication threads without setting the stage.
7. Why keeping an executive up to speed without asking for anything makes them naturally curious and more prone to engage.

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Resources Mentioned

1. Aligned: Build your first AI deal workspace for free at alignedapp.com.

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Meredith explains how to tell the difference between a real champion and a helpful ally. Sellers often suffer from "happy ears" when someone shows initial excitement. But if that person does not know the internal buying process or lacks influence, your deal will stall. You need a stakeholder who can actually show you how to buy.

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This solo episode details the criteria every champion must meet: power, motivation, and personal gain. Meredith also shares a recent story about a large deal that slipped because the sole champion left the company. You will learn why multi-threading from the very first call is critical to surviving internal transitions.

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What We Cover

1. The exact difference between a true deal champion and a supportive ally.
2. How to pressure test a prospect's excitement to confirm actual purchasing power.
3. The specific traits every champion must have: power, influence, motivation, and personal gain.
4. Why your internal sponsor needs a direct tie to their core KPIs to push a deal forward.
5. How personal goals like leaving work on time drive urgent purchasing decisions.
6. The danger of single-threading and why win rates jump 30% when engaging four or more stakeholders.

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Resources Mentioned

1. Aligned: The AI deal workspace to handle complex multi-stakeholder deals. Build your first room for free at alignedapp.com.
2. Playbooks and Guides: Access complex sales tips via the link in the podcast description.

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Meredith breaks down why early executive involvement is critical for enterprise deal execution. She explains how to get your name on an executive's radar without flooding their inbox with requests for 20 minutes of their time. The secret is sending updates with absolutely zero asks.

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Meredith shares a real evaluation story where early executive outreach revealed hidden success criteria. Discovering those different priorities early saved a month of selling to the wrong use case. Applying these tactics keeps your stakeholders aligned and separates you from competing vendors.

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What We Cover

1. Why the fear of going over a champion's head is an urban myth that slows down sales.
2. How to loop executives in early using group communications or individual updates.
3. Writing zero-ask outreach to keep leaders informed without requesting a meeting.
4. Using LinkedIn to proactively align stakeholders before formal introductions.
5. How discovering different executive success criteria early can shave weeks off your sales cycle.
6. Setting yourself apart from competitors by proactively managing the evaluation.

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Resources Mentioned

1. Aligned: The AI deal workspace is built to handle complexity in enterprise sales. Build your first room for free at alignedup.com.