PSA for Partner Managers looking to get a bit more from your partners

Present your partners with a business case that they can bring to a customer and show them in detail what your solution can do for them (ideally in $$).

What we all care the most about is customer performance, and that will move the needle the fastest (at least for me).

Do the research, show the opportunity, build the vision, crunch some numbers, and make it stupid simple for them to present it to their customer.

It will be a whole lot easier to get some introductions that way rather than waiting for them to do this work for you...

One of many reasons it can be challenging to get something from a partner is a lack of confidence or knowledge about how to present or speak to your product/service.

We assume that a single presentation with a team of 15 people will give them everything to know to sell your solution when it takes us weeks of onboarding to be confident in our own businesses...

Do the dirty work, build their confidence, get their client’s interest, and make it easy to make the introduction 💪.

Thanks for contributing to this section of the PhD, Marco De Paulis!

Inbound and outbound are no longer enough

It takes more than inbound and outbound to gain ’net new’ customers.

You need a Nearbound strategy.

You need to tap into those that buyers trust for intel, intros, and influence at every step of the journey.

In his latest article for FastCompany, Justin Gray of In Revenue Capital said,

You need to embrace a modern partner ecosystem mentality that is truly integrated across all functions and aspects of your organization.Gray sees the partnerships ecosystem as the path forward as inbound and outbound are drying up.

Check out the full article here:

🎯 Hit quota — the easy way

Ashley Coghill, AE at Seismic, joined the Selling Together podcast to discuss how she’s been able to boost her pipeline using partners.

Ashley shares strategies to grow pipeline, such as using information about a prospect’s tech stack in initial outreach.

Listen to the full episode here:

📅 Happenings

• Today - June 23 — Apply for Firneo Certified Partnerships Professional program. Learn the frameworks and tactics to excel in every facet of your partnerships role. Special offer for PhD subs: Get a free 1:1 mentor coaching session upon enrollment. Apply by June 23.

• June 23, 1 PM ET, Unf*ck My Funnel — There is no funnel too f*cked! Join Jared Fuller & Jared Robin as they team up to right go—to—market wrongs and improve the lives of revenue pros everywhere. 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.

• June 28, 2 PM ET — HubSpot is hosting "The Co—Marketing Playbook" for Tech Partners! Learn how Justin Zimmerman (Partner Playbooks), Michael Cole (Everflow), Cori Kendrick (Clickup), and Isaac Smith (ON24) generate MQLs thru/with partners. Hosted by Kelly Sarabyn (Hubspot). Register here.

• June 29, 1 PM ET — Nearbound: Supercharge Revenue With Partner-led Events – Why do only 30% of people who register show up for an event? It’s because you’re doing it wrong! Join our awesome panel of speakers as they unveil how to use Nearbound to take Event-Led-Growth to the next level. Register here.

🗣️ Quote of the Day

Sales is changing. Cold-calling people all day long is really hard. I have to think about how I want people to approach me.

If somebody says, ’Hey, I know this person, this is what is going on, I can introduce you to them because your problems are the same as theirs.’ Well, of course, that conversation is going to be more valuable.

— Ashley Coghill, AE at Seismic on the Selling Together Podcast

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