Nearbound Podcast

Jill Rowley, Head of Strategy and Evangelism at Reveal, shares insights from implementing Nearbound strategies before Nearbouond was a word.

Jill discusses the importance of seizing the moment and taking risks. She tells how companies like HubSpot and Box have been using the power of partnerships and ecosystems to work together for better outcomes.

Jared and Jill hit on the significance of strategic alliances, and the value of partnerships. Most importantly, Jill encourages us to keep the customer at the top of mind in all business strategies.

01:22 Isaac's pulse on the market 05:15 Putting Nearbound into practice 11:02 Jill leads strategy and evangelism at Reveal 11:48 Why Jill Rowley joined Reveal as Head of Strategy and Evangelism 12:13 Be first and take risks 12:41 Do what is best for the customer 14:40 Growing Nearbound movement 17:29 Making sense of signal from noise 28:15 You need insight plus strategy 32:05 It's not enough to help 32:10 Have an entrepreneurial mindset 32:40 Box is talking about Nearbound 41:35 Lock in the joint value proposition 42:20 Nearbound Summit 44:02 Harry Mack drops the mic on Nearbound

Matt Cameron, CEO of SaaSy Sales, joins Isaac and Jared to dive into the Nearbound Sales Mindset. Matt says that one key missing element in sales is customer centricity. To succeed, sellers need to understand their customers at a deeper level and shift their go-to-market plays to reach them through trusted channels.

But it's not just about changing strategies—it's a personal journey. Matt shares his personal journey in sales. He emphasizes the need for personal growth. You need to combine emotional intelligence and selling skills in order to build trust with buyers.

00:00 Intro
00:12 PartnerUp is now The Nearbound Podcast
01:39 Why Nearbound.com?
02:56 Did Jared get his sales skills from Matt Cameron?
04:02 Jared shares what he's learned about sales from Matt
05:06 Sales happens through people
06:13 What is different about 2023?
07:01 Outbound is dying
07:20 We're at the cusp of a new sales motion 
09:00 How do you implement a Nearboudn motion?
11:42 Building the Nearbound Mindset
18:12 Testing your Nearbound market plays
22:02 Sellers need to have case studies of themselves
24:02 Sales needs tangible storytelling 
27:55 How to build your Nearbound muscles
31:00 Customer centricity is the key to Nearbound success
42:15 Nearbound, the book is coming...
46:27 Ideas are cheap, execution is everything 

In today's episode, we have a special guest joining us: Jeff Reekers. He's the former CMO of Aircall, Co-Founder of Champion, and an advocate for customer centricity. 

Jeff is obsessed with the customer experience. He sees the customer experience as the main driver for business growth. Jeff shares his unique approach to dealing with the angriest customers. He tells how caring about customers is the ultimate competitive advantage. Let's dive in!

00:00 Intro
02:55 Become obsessed with customer experiences 
04:19 The trifecta: sales, success, support
09:26 The biggest incentive for partners is to provide value 
11:38 Create happy customers
14:31 Talk to your angriest customers
19:34 Customer obsession
20:46 Caring is a competitive advantage
24:03 Don't just focus on the customers that already like you
24:18 Reimagine a five-star experience
28:51 What's changed in GTM?
29:37 The origins of Champion

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people. 

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people. 

What is up PartnerUp!

Sangram Vajre, Co-Founder and CEO at GTM Partners, joins the show to discuss ecosystem, Nearbound, and category creation. He shares insights he learned while building Terminus, which was an early company in the ABM space. Sangram, Jared, and Isaac discuss how partner people can interface with CEO’s. They dive into how to show that partnerships can fit into the larger vision of the company. 

Sangram gets specific on what he is seeing with events, community, and AI in the market. He divulges how GTM Partners is taking advantage of those trends, and Sangram, Jared, and Isaac discuss the importance of embracing change.

Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people. 

What is up PartnerUp!

Matt Sobel, Partnerships Manager at Writer, joins Jared and Isaac to discuss how Writer is using partnerships to enhance their AI implementation for enterprise customers. If you’re wondering how AI will affect the future of B2B, this is the episode for you. Matt shares how his passion for AI led him to Writer, the skill-development goals that led him to partnerships, and how Writer is working to understand the AI market.

Matt, Jared, and Isaac dive into various project management frameworks, including ‘stock and flow.’ Jared emphasizes that he thinks effective project management can help partnership teams get ahead based on the conversations he’s been having with prominent partnership leaders.

Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people. 

What is up PartnerUp!

TrustRadius CEO Vinay Bhagat joins the show to share his insights on what buyers actually care about when it comes to ratings and reviews. He emphasizes how much buyers care about reviews from people with similar use cases. He gives tips for how companies can better leverage reviews and emphasizes the importance of a “radius of trust.”

Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people. 

What is up PartnerUp!

Christopher Lochhead, author, podcaster, advisor, and category design teacher, joins the show to discuss many hot topics, including personal branding, AI, and the future of work. He dives into category design, the importance of language as it relates to innovation, and the difference between gut reactions and true thought. He berates social media for creating mindless chatter and urges listeners to think critically about their digital media diets. 

As Christopher puts it, word of mouth isn’t a volume game: “It’s all about the right words in the right mouths.”

Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people. 

What is up PartnerUp!

This week, Jared and Isaac are joined by Qualtrics Chief Ecosystem Officer Aaron McGarry (AKA AMG) who breaks down the most difficult revenue market in a decade, why SDRs are getting crushed, and how to heroically fill the gap.

He and Jared go ALL-IN on partner attach rate (PAR) as “the only number that matters,” and defend the claim from all-comers. We get into some supporting data, and walk through how to start moving the needle now with some Nearbound plays - even if your company isn’t fully bought in yet.

Aaron knows his stuff, so get ready to take some notes!

Never miss an episode of the world’s number 1 podcast on partnerships by subscribing to PartnerUp on Apple Podcasts, Spotify, or wherever you get your podcasts. If you’re a visual person, sub to our YouTube, and see the full recording of us learning out loud.

Share the episode with your commentary on LinkedIn or Twitter and we’ll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We’re real people.