In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets.

This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals.

Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.

Listen to Jenn Martin @Microsoft discuss Co-Selling to Seal the Deal.

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.

Listen to Shauna Sampson @Illumio discuss Account and Territory Mapping with Partners.

Today, we delve into the complexities of account and territory mapping with partners, dissecting key statistics, and sharing practical strategies for effective territory alignment. If you’re navigating the challenges of sales and partnership dynamics, this episode is a must-watch. Sharing these insights is invaluable for anyone looking to enhance their partnership management skills and drive success in their roles.

Key Takeaways

Critical Analysis of Statistics: Question and understand the statistics you encounter. Misinterpretations can lead to flawed strategies.

Importance of Transparency: Open communication about compensation and priorities is crucial for successful partnerships.

Strategic Territory Mapping: Aligning territory and account mapping effectively can overcome compensation conflicts and drive mutual success.

Listen to Eric Straalman @VertiGIS discuss Co-Marketing with Partners.

Listen to Sunny Neogi @Microsoft discuss Co-Marketing with Partners.