In this podcast episode, John and Toni discuss the concept of co-selling with partners. They share personal anecdotes and experiences to illustrate the challenges and strategies involved. Key points include defining co-selling, the importance of establishing rules of engagement, and the necessity of making co-selling scalable by empowering partners to sell independently.

Important Points:

• Introduction to Co-Selling: Co-selling involves collaborating with partners to enhance sales efforts, akin to teaching someone to drive.
• Personal Anecdotes: Stories about teaching children to drive serve as analogies for co-selling dynamics.
• Defining Co-Selling: Emphasizes the need to clearly define co-selling to avoid misunderstandings.
• Types of Co-Selling:
• Enterprise Level: Involves aligning teams and coordinating large deals.
• Reseller Level: Often requires direct involvement in customer meetings and negotiations.
• Rules of Engagement: Establishing protocols and expectations for involvement in deals.
• Scalability: The goal is to make co-selling scalable by enabling partners to sell independently.
• Challenges: Overcoming objections from partners who rely too heavily on vendors.
• Community Input: Encourages listeners to share their experiences and strategies for effective co-selling.