Prioritize accounts and sell more with your partners

#1: Partner mindsets drive results

Sharing and mapping data is a critical part of selling more with your partners but it’s just the start. Now that you have a shared understanding of which accounts are available to target, it’s still important to make sure you and your partners are aligned on which accounts to prioritize and the strategy for execution. Adopting a “partner mindset” will go a long way. A partner mindset means your first goal is to help and offer value to your partner in specific and actionable ways. Once you’ve demonstrated that you’re not just a taker your partner is much more likely to help you in return. Embracing a partner mindset will help you become a very successful co-seller!

#2: Call your partner and take action together

After you’ve run some of the reports, schedule time with your partner to review and prioritize. You can filter the reports down to the area(s) that is most important for you and your partner such as product, territory, service, etc. Culling the list down to the top 250 or 300 accounts will keep the workload manageable and both parties focused on accounts that will help them reach their goals.

#3: Stay connected

Your best opportunity to shorten sales cycles and close deals is through a partner that already has a trusted relationship with an account and vice versa. Staying in touch and building rapport with your partner is just as important to selling more with them. Set up regular touch points with your partner to check in on open opportunities you can help each other move forward, review new accounts to target, or revisit strategies for joint marketing and sales motions.