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Multi-threading from disco — getting introduced sideways

The two-line ask at minute 24 of the call that gets you a warm intro to the actual decision-maker. Why most AEs leave this on the table, the exact phrasing that works, and the follow-up that converts intros to meetings.

01The play

Summary
The two-line ask at minute 24 of the call that gets you a warm intro to the actual decision-maker. Why most AEs leave this on the table, the exact phrasing that works, and the follow-up that converts intros to meetings.
Timing window
Minute 22-26 of every disco call
Target persona
AEs running discoverySDRs developing AE skills
Success metric
At least 50% of disco calls result in a named secondary contact for outreach.

02Expected outcome

Outcome: Successful sideways intros convert at 3-4x the rate of cold outbound to the same person.

Success metric: At least 50% of disco calls result in a named secondary contact for outreach.

03Anti-patterns · do not run this when

  • Do not ask 'who else should I talk to?' — too open, gets vague answers
  • Do not skip the warmup — context first, ask second
  • Do not bypass the champion after they intro you — kills trust
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater

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