Guest speaker: Aisling Jiang, Head of Business Development, Adobe EMEA.

What we discuss:

• How to drive smarter sales through social selling and create healthy habits.
• The benefits of using LinkedIn and Sales Navigator.
• Investing in your personal brand.
• How to significantly scale success in your business development. Drive earlier engagement in customer buying cycles to influence and close more opportunities.

 
Key actions:

• Update your LinkedIn profile.
• Connect with new Adobe contacts and pages relevant to your product/customer/industry focus. Do this on a weekly basis.
• Identify 2-3 sources where you can get information to repost and add your thoughts. Make your content relevant to your audience. How can you build trust and confidence?

Guest speakers: Bart Van de Wiele, Head of Solutions Consulting and Tech Evangelism, Adobe and Joakim Back, Adobe Specialist, TD Synnex UK.

What we discuss:

• How storytelling can drive great human connection in B2B sales. 
• Hear how Adobe Sellers and Partner Specialists are already successfully storytelling in a B2B sales environment, the impact it has on prospect engagement and what it could mean for optimising your sales success.
• How to engage in successful selling techniques to emotionally connect with prospects, accelerating sales cycles and converting more opportunities.

 
Key action:

• Write a short example script that can be used to emotionally connect with prospects during a presentation or webinar.

Guest speaker: Jay Epton, Enterprise Partner Strategy Lead, Adobe

What we discuss:

• New regulations and pressures on organisations to act on sustainability and accessibility goals.
• How the Adobe and Microsoft partnership can deliver on organizational needs and take away a growing challenge for businesses not only to keep up with regulations but also showcase proactively the type of employers, suppliers, and partners they want to be in the market.  
• How to start sustainability and accessibility conversations and the role Adobe can play directly with customers and within your own organisation. 

 Key actions:

1. Give three examples of how the product you work on can be used by customers to meet sustainability and accessibility goals.
2. Identify the sustainability + accessibility goals of your selected top 3 Q4 accounts and link to part 1.
3. Read up on Adobe’s latest initiatives and think about how you can use this in sales conversations - Sustainability | Adobe Blog / The Complete Checklist to PDF Accessibility | Adobe Blog

Links:

• Stay up to date on Adobe’s latest initiatives through the blog - Sustainability | Adobe Blog / The Complete Checklist to PDF Accessibility | Adobe Blog
• Take a look at the latest CSR Report: Sustainability | Adobe Blog /Adobe’s 2022 CSR Report — Leading with Purpose | Adobe Blog
• Two calculators for Specialists to use in customer conversations: Carbon Footprint Calculator / Resource Saver Calculator - Resource Saver Calculator | Adobe Document Cloud (acrobatusers.com)
• Adobe’s You Tube channel has some brilliant explainer videos that can support your customer conversations around sustainability and going paperless - Adobe Document Cloud - YouTube
• Watch the speaker session from the Adobe FWD event: Adobe X Microsoft on Accessibility.

Guest speakers: Alice Woods, Product Sales Specialist, Adobe, Elliot Chilton Business Development Manager and George Robinson Partner Specialist, TD Synnex UK.

What we discuss:

• How to increase collaboration with Adobe teams to accelerate and scale success. 
• Driving closer collaboration between Partner Specialists and Adobe teams to accelerate and scale high value opportunities.
• Creating ongoing habits of identifying core number of opportunities (aligned to the right profile) for proactive Product Sales Specialist team engagement.

Key actions:

• Ensure you know who the aligned Product Sales Specialist (PSS)is to your market/industry.
• Identify the top 3 accounts in Q4 where you believe there is a new Adobe/ upsell/ cross-sell opportunity for collaboration between Specialists and PSS.
• Collaborate with your aligned PSS to complete the business plan template (Distributor and Reseller versions available, please speak with your Channel Sales Account Manager)

Guest Speaker: Lydia Webber (Adobe Partner Specialist -Dax Data)
 
What we discuss:

• The importance of driving and measuring customer lifetime value.
• Effective customer lifecycle engagement.
• Shared experiences and examples from our guest, Lydia Webber on how to drive customer lifetime value.
• How to expand customer opportunities into new departments and personas.

This is the last episode in season one - Unleash your potential. 

Guest Speaker: Jay Epton (Hyperscale Alliances Lead, Adobe) 

What we discuss:

• Getting the most out of your internal sellers
• Using Microsoft as an example we explore what it takes to be a great vendor seller and how as an Adobe Partner Specialist you can start and extend meaningful discussions to make your sellers more successful utilising Adobe solutions within their own propositions to market. 
• Tips and tricks from ex-vendor sales management on how to engage and the types of behaviours that drive the right actions.

Download the slides that Jay mentions during the podcast. It includes a Microsoft overview plus fireside chat. 

This is the fourth episode in season one - Unleash your potential

Guest Speaker: Charlotte Bogaert (Product Sales Specialist - Substance 3D, Adobe)

What we discuss:

• How do I know if my prospect is sleeping or dead? 
• Never lose another opportunity just because you prospect is sleeping or wasting time on opportunities that have long since died. 
• Practical ideas and tips and tricks from our guest speaker, Charlotte on using your precious time effectively to nurture and make the most of every "live" opportunity whilst qualifying out when needed. 

This is the third episode in season one - Unleash your potential

Guest Speaker: Charlotte Rey (Adobe Partner Specialist, Techdata France)

What we discuss:

• Finding it challenging to hit your target and staying motivated in challenging times? How we often respond to failure, is failure helpful and can we use failure to motivate and succeed? 
• Understanding the value of reflection and how it can help build a mindset for growth and continual improvement. 
• Knowing what is working and what is not is critical to success or failure for any Adobe Partner Specialist. Hear directly from Charlotte, on how they are overcoming obstacles & challenging times with ideas, tips n' tricks on how to identify and then reflect on what is and what is not working and then how to act. 

This is the second episode in season one - Unleash your potential

Guest speaker: Jez Haisman, Senior Channel Sales Manager, EMEA North Adobe.

What we discuss:

• How to develop effective internal stakeholder management to drive mindshare internally to scale and accelerate opportunity. 
• Become more confident in how to approach others within your business and practical ideas on how to do it.
• Jez shares his top three must have skills for great relationship building.

This is the first episode in season one - Unleash your potential.