Welcome to the Nearbound Daily Newsletter—the #1 partnerships newsletter in the world keeping thousands of partner professionals on top of the latest industry principles, tactics, and trends. nearbound.com is a project of Reveal. Join the movement here. And ask NearBOT a question here.
PRINCIPLES
What to do when you can’t get CRO approval
It’s the final week of the quarter, and your Sellers are one deal away from hitting quota.
They’ve gotten everyone else on board, but now they need the buyer’s CRO’s approval on the budget.
They hoped it would be easy, but instead get ghosted.
Stories like this are common. That’s why we went to Reveal’s Sales and Partnership teams to ask how they have won with partners, together.
Here’s the story of how Reveal’s Sales team won CRO approval with partner influence.
The situation: Reveal’s Sales team had already been working with two champions to get internal buy-in in Company A, and had already tested and seen the value of the freemium version. But after a couple of months of trying to get the deal signed, they realized that, despite building a relationship with the two champions, Reveal’s Sales team was talking to the wrong deal influencer.
They needed to talk with the CRO because he approved the budget. However, he was skeptical and completely ignored the team.
Solution: Partner intel.
The play: After trying to get in touch with the CRO, one of Reveal’s partners reached out to the Reveal AE who owned the opp with Company A, and saw that they had that common opportunity. So the partner decided to help the team by sharing intel about their ongoing process with the prospect.
Here’s the intel the partner shared:
The CEO totally understood the value of a nearbound strategy
The CEO leveraged Reveal in his previous role
The deal influencer was the CEO, not the CRO
Reveal’s AE reached out to Company A’s CEO, explaining the context and who he was already talking to in Company A, as well as how nearbound and Reveal could help his team reach the promised land.
After reaching out to the CEO, the deal ran smoothly, resulting in a closed-won in less than 2 weeks.
The partner helped accelerate the deal closure just by sharing intel that Reveal’s team didn’t have access to.
RESOURCE OF THE DAY
Tried and tested ways to tap into partner intel, influence, and intros
Reveal’s Sales and Partnership teams have been in your shoes—trying to move deals through the pipeline.
Read how they have won with partners using nearbound plays in various situations.
How they got the final approval from decision-makers.
How they got the final signature.
How they identified an upsell opportunity.
What they did when they realized the buyer’s Sales team didn’t think partner-first.
Continue reading the article here.
RESOURCE OF THE DAY
Use these nearbound sales email templates
We’ve gathered some of the most successful email templates you can “copy-paste” right now to amplify and streamline your nearbound strategy.
Shoutout to Will Allred, Co-Founder of Lavender, for partnering to create these!
Get your email templates here.
UPCOMING EVENTS
May 23rd—From Recruitment to Revenue: How to Turn Your Ideal Partner into ARR—Join Will Taylor (Head of Nearbound Partnerships at Reveal), Nelson Wang (Founder of Partner Principles), and Margaret Adam (Head of Product Marketing at Allbound) to learn to win new revenue for their companies, and retain current revenue by driving value to customers. Register here.
May 30th—Driving Revenue Through Technology Partners—Learn from Kelly Sarabyn (Head of Product Partnerships Advocacy and Enablement at HubSpot), Asher Matthew (CEO at Partnership Leaders), and Robbie Ptaszynski (Director of Strategic Pursuits and Priority ISV Co-sell at Microsoft) as they discuss the revenue impact partnerships teams can have and evolving from re-selling to co-selling. Register here.
June 4th—Happy Customers Festival—Join tactical sessions with top HubSpot app partners to discover real strategies you can implement to level up your marketing, sales, and customer success efforts in HubSpot. Register here.
Nearbound Summit 2023 Recordings—The future of GTM is nearbound. Watch the recordings to hear how B2B leaders across departments unite with Nearbound strategies and tactics. Listen here.
You’re all caught up.
RECENTLY PUBLISHED ON NEARBOUND.COM
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The Era of Ecosystem Orchestration is Finally Here by James Hodgkinson
How Fullstory Builds their Tech Partnerships Program with Reveal’s Help to Increase Their Renewal Rate by 14%
Nearbound and the Rhythm of Business by Jared Fuller
Rhythm of Business Checklist by Jared Fuller
How Pigment Increased Win Rates 5-10% with a Nearbound Overlay & Reveal by Shawnie Hamer
How to use Reveal for Co-marketing Events
Unleashing the Power of Nearbound: The Stats You Need to Know by Andrea Vallejo
Howdy Partners #72: Psychology of Team-Wide Buy-In: The Answer to Partner Program Success with Maurits Pieper
Mastering the Nearbound Rhythm of the Business: Key Takeaways from the Nearbound Book by Andrea Vallejo
A Deep Dive Into the Nearbound Book, with Mike Midgley, Part 3
What’s an IPP—and (when) do you need one? by Martin Scholz and Bernhard Friedrichs
The Future of Sales Enablement: Integrating the Nearbound Strategy in Your Cold Outreach Efforts by Jeremy Chatelaine
See you tomorrow
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