#relationships

Master active listening for better relationships and communication. Techniques: 1. Give full attention (put phone away, make eye contact). 2. Don't interrupt or plan response while listening. 3. Use verbal affirmations ('I see', 'go on'). 4. Paraphrase to confirm understanding ('So what you're saying is...'). 5. Ask open-ended questions. 6. Notice non-verbal cues (body language, tone). 7. Suspend judgment. Empathize before problem-solving. Listen to understand, not to respond. 80/20 rule: listen 80%, talk 20%. Improves relationships, reduces conflicts, builds trust. Practice in all conversations.

Engage multiple stakeholders in target accounts. Multi-threading definition: relationships with 3+ people in buying org. Why: single-threaded deals stall when champion leaves or loses political battle. Strategy: 1. Map org chart (LinkedIn, ZoomInfo). 2. Identify 5-7 key stakeholders. 3. Assign custom approach per person. Example: Economic Buyer (exec briefing, ROI focus), Champions (detailed demos, frequent touch), End Users (hands-on trial, training resources). Tactics: ask champion for intros ('Who else should evaluate this?'). Attend prospect events/conferences. Engage on LinkedIn. Send personalized gifts. Track relationship depth (0=unaware, 1=aware, 2=engaged, 3=advocate). Safeguard deals: if 1 person goes dark, others keep deal alive.