Take a look at your company’s operating plan. Does the partner team show up on the revenue side of the equation, or the cost side? You’re spending money on partner programs, but why? The answer should be simple: To sell more. Period. I’ve talked to several executives...
I’ve spent my career selling into enterprises. What I’m seeing right now is unlike anything before. Inside the largest companies in the world, AI isn’t a pilot program anymore. They’ve built internal AI boards, they’ve selected LLMs and are actively training...
There’s always that one moment that changes everything. For me, it was a happy hour I wasn’t invited to. I consistently kept the #1 spot in a division and team I helped build from the ground up. Top performer. Accountable. All in. And yet, I still became the outsider....
Enterprise sales is undergoing a seismic shift. Over the next five years, sales teams will look nothing like they do today. AI is revolutionizing the way we work, helping us focus on solving complex problems, accelerating execution, and amplifying human potential. But...
TL/DR You received an introduction to talk with a partner sales person about a mutual account…..now what? This article breaks down what to do, what not to do, and best practices for building a productive co-selling relationship with salespeople at your partners. These...
TL/DR It’s hard to scale beyond billions by yourself. The Co-Selling Manifesto spells out the hard truths, choices, urgency, and principles revenue leaders must embrace to avoid relegation. I wrote this article for people to share with revenue executives who...
TL/DR To see faster growth from co-selling companies must embrace and enforce the first principles of common decency when selling with partners. Much like the golden rule we all learned in kindergarten, these co-selling first principles sound obvious, but can are hard...
In today’s sales landscape, if your company has a vast partner ecosystem and your sellers aren’t engaging with partners daily, you’re missing out on significant opportunities. With 6 - 7 partners influencing each buyer and customer, it’s critical that your sales...
TL/DR PartnerTap is sharing this 9-step process for co-selling enablement to give companies a clear framework to enable their sales teams to co-sell effectively with partners. We get lots of questions about how to enable and incentivize sales teams to co-sell...
TL/DR Here’s the official definition of co-selling: co-selling is the active collaboration between sales people across different companies so they can source, influence or accelerate a sales process. Co-selling is a verb. Direct sales and channel sellers...
