#86 Why multi-threading & storytelling matter especially for >20k deals with Harold Roegiers, Partner Winning by Design

Winning by Design helped transform SaaS sales "from art to science". Yes, there might be some competitive overlap with SalesPlaybook. Collaboration before competition is a core value - which Harold shares. It was a true pleasure learning from him on our podcast. Here are the 3 key insights I took from sharing the mic with him: 1️⃣ Storytelling is key: “Sales is a numbers game”. OK, but well… People take decisions emotionally, and then justify them rationally. Get a clear framework for the story you tell. Then tailor it. 2️⃣ Why multi-threading is so important: Winning a 100k deal involves typically 5-10 stakeholders. You can simply not afford to rely only on 1-2 people to “make it happen”. Which is why “spinning multiple threads” early on is crucial. 3️⃣ “Content is King”: Content Marketing is Winning by Design’s main lead source. Because they share often, early and most important ly freely. Harold & his team love providing tons of value. People who get value will pay you once they want even more value Thanks a lot Harold for your time & insights and looking forward to by design (pun intended) collaborate on some European B2B SaaS scaleups in 2022!