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Hierarchy of helping
There’s this concept called Dunbar’s Number that says humans have a cognitive limit on stable relationships. We can only have 150 relationships at a given time.
Subconsciously, your brain knows this, so it’s always doing a cost-benefit analysis.
Partner pros inherently want to help everyone, but according to Dunbar’s Number, you can’t.
Here’s a helpful framework for thinking about who should be prioritized.
Check out more discussion on the hierarchy of helping in this episode of the Nearbound Podcast. |
Nailing your Nearbound sales math
If you want 1/3 of your revenue to come from Nearbound, 1/3 of your activities need to be Nearbound activities.
Companies default to a mix of outbound and inbound strategies, but by leaving out Nearbound, they’re only hitting 67% of their revenue capacity. |
In this new economy, you’re not going to achieve 100% of revenue if your strategy only includes 2⁄3 of the picture. Outbound and inbound strategies are good, but they aren’t enough.
If you want to execute that partner attach rate of 33%, it all comes down to how you collaborate with your reps.
Identify the number of accounts that each of your reps has. Then define how many of those accounts need a partner attached to it.
Those accounts should be tracked and attributed to your Nearbound strategy.
Basically, what you’re doing is creating a Nearbound account list.
Learn more about Nearbound Sales math here. |
Watch this 2-minute video to understand the state of B2B |
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You are the resistance
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