Job Aids

Multithreading tatics

A performance-support handout designed for sales teams managing complex deals across multiple stakeholders. This visual reference reinforces decision mapping, champion support, and coordinated outreach to help teams maintain momentum and alignment throughout the sales cycle.

The DIQ Framework

A conversation-planning job aid designed to help sales teams lead with insight rather than product. This guide supports reps in translating research into strategic questions that surface risk, elevate discovery conversations, and position them as credible partners across stakeholders.

Conducting Research

A structured job aid that helps reps connect external factors, business initiatives, operational change, and financial impact to build a clear buying vision. Designed to support strategic discovery, align conversations to executive priorities, and move deals from surface-level research to outcome-focused discussions.

Vertical Multithreading

A structured job aid that guides reps in expanding engagement upward and downward within an account to secure executive validation and funding. This framework reinforces how to anchor in a qualified use case, map the full project group, translate value across roles, and align business impact to financial metrics.

Horizontal Multithreading

A performance-support guide designed to help reps expand engagement across departments and functions by connecting additional use cases to shared business initiatives. This framework reinforces how to build breadth of value, align to executive priorities, and create cross-functional momentum that strengthens deal durability and funding.

where to do research

A quick-reference guide that helps reps prioritize high-value research sources before outreach and discovery. The tool focuses on identifying timely, relevant, and executive-level information so teams spend less time gathering generic data and more time uncovering insights that shape meaningful conversations.

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