How it works

our playbook

Multiply was founded on the idea of a single conversation that happens over and over. Since our founding in 2018, we have refined and expanded our processes and offerings based on our customer experiences serving enterprise companies, startup accelerators, and growth companies of all sizes. Those experiences helped us create a SaaS platform to manage the message and training process, as well as manage activity and conduct deal coaching on live opportunities. We then documented our processes at each phase.

The culmination is the Multiply Playbook.

Message Creation

The foundation of Multiply is based on the ability to create a consistent sales message. We have built a conversational pattern that sales team members can use over and over regardless of setting. The pattern creates confidence, repeatability, meeting control, and intentionality for sales team members which leads to successful prospect encounters.

The contents of the Message Creation chapter include:

How-to Guide – Our How-to Guide breaks down the goals and results that leaders should look at when building a message. It looks at the components of the conversation and allows our customers to think through and define their message section by section. This chapter also addresses methods for controlling meetings and earning the “right to ask.”

Pitch-Deck Construction – The sales pitch deck should match the conversational pattern. Multiply provides example pitch decks, as well as instructions on how to match the deck to the conversational pattern.

preparation

This chapter defines an 8-week process to onboard or train a salesperson. Don’t assume your sales team knows what to say, when to say it, and how to say it. Multiply uses a defined process to help you ensure that your team knows how to carry the message in the following ways:

Over video conferences

On phone calls

In formal settings using a pitch deck

Casual encounters (networking, coffee, drinks, lunch, etc.)

Set your team up to be successful. Use this chapter to train and maintain your sales team.

Activity management

We are NOT a CRM company. CRM tools track and measure activity. This chapter defines how Multiply compliments CRM tools by ensuring that sales encounters are intentional and meaningful. As a sales leader or a salesperson, you will learn our approach to:

Creating encounters (prospecting)

Preparing for meetings

Defining a desired outcome and driving to the outcome

Measure the quality of a meeting based vs. managing according to sheer quantity of activity

Make your CRM information meaningful.

Closing

Getting to the point of creating a proposal is a process. In this chapter, we define when to submit proposals, how to gain buying before sending, how to create a multi-step negotiation that saves time, and what information you want to convey. We provide you with:

How to Guide showing how to think about proposals

Examples to follow

Blank templates to start from

Alignment and Leadership

Each sales organization is different with different needs. We provide you with organizational hierarchies, as well as plans to build skills necessary to go from lead generation to carrying sales cycles. We also include sample compensation plans that create multiple “levers” giving the organization ways to align the needs with the compensation plans of the sales team. In this chapter, we provide:

Sample compensation plans

Sample career competency and skills plans

Sample organizational structure