Deliver value to stay relevant

Oof. Trust is at an all—time low 😥.

Buyers & sellers alike have been burned 🔥.

Instead of the tips, tricks, and hacks...

Start having authentic deep discussions about business.

So much info is available; come prepared with research.

There’s no reason not to show up with at least 1 theory on how to help and be a resource.

Everyone wants to expand their network with quality people that solve important problems.

Be the one that actually knows the people in their network and how they help.

Be the one that can connect the dots!

Keep in mind that everyone has their guard up. They think you have a secret pitch to simply extract value 💵.

You’ll have to show them by delivering value and staying relevant.

Here’s how to do it:

1. Learn their specialties, pains, priorities, and goals

2. Find a way to introduce folks in your network together

Hint: match up the folks with a pain to someone with that specialty!

Thanks for contributing to this section of the PhD, Adam Pasch!

Give buyers what they want

Sean Adams joined Jessie Shipman on the Selling Together podcast to talk about leading with partner-centric selling.

Here’s what it takes to do partner-centric selling:

1. Quota retirement
2. Journalistic-level curiosity
3. Find and educate where there are complements

Through customer insights, the team realized there was more demand for their customers to be purchasing them.

The problem wasn’t the product or the market.

The problem was education.

So they began with a different approach.

Instead of offering a new contract, they found partners within their customers’ tech stack. Sean explained,

It was so much simpler for us to transition to, ’here, we can just bolt this onto the contract you have over there.’

It was life-changing for the sellers AND customers!

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📕 Get the playbook on the "who" economy

On Monday, June 5th, Isaac Morehouse will share his extraordinary journey of building three companies without relying on paid marketing or extensive automation.

He’s used content, community, and storytelling to grow his companies as the economy has shifted from the “how” to the “who” economy.

REGISTER HERE.

📅 Happenings

• June 1, 1 PM ET — PartnerHacker x Magentrix – How We Incentivized Resellers to Grow Our Program by 26%.

Register here.

• June 5, 1 PM ET — RevGenius x PartnerHacker. Discover the strategies, including the combination of content and community, the significance of storytelling over numbers, and the paradigm shift from the “how” to the “who” economy. Register here.

• June 7, 12 PM ET — Why is Everyone Talking About Nearbound? Join Jared Fuller and Scott Pollack as they discuss the future of Nearbound. Register here.

• June 15, 12 PM ET — No B.S. Guide to Co—Selling Millions with Partners (from partnership people who’ve really done it). Chris Lavoie, Rob Rebholz, and Justin Zimmerman will share the real-world sh*t that works. Register here.

• June 27, 17:00 - 21:00 CET — Partnership Leaders x Reveal: Elevation Tour — Europe — Aircall’s Office, 11 Rue Saint—Georges, 75009 Paris, France. Register here.

💡Quote of the Day

Everything drives from the customer. The way that we got into being a partner first organization came from our customers. It didn’t come from some closed boardroom, or some 10k report about the best macro trend. — Sean Adams, Head of Sales & Partnerships at iorad

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