Blog

New Ecosystem Role: Co-Sell Quarterback 

New Ecosystem Role: Co-Sell Quarterback 

TL/DR: The Co-Sell Quarterback is a very cool role emerging in companies with large partner ecosystems. A Co-Sell Quarterback gets to be very strategic and proactive, drive top-of-funnel co-selling conversations at scale, track and get credit for net new pipeline...

Shifting Vendor and Partner Power Dynamics in Co-Selling

Shifting Vendor and Partner Power Dynamics in Co-Selling

In May this year our CEO, Cassandra Gholston, delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the new opportunities this creates for co-selling.  During this talk she...

Five New Co-Selling Leadership Opportunities

Five New Co-Selling Leadership Opportunities

Earlier this year I delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the five new co-selling leadership opportunities this creates within companies.  If you missed it,...

The Modern B2B Customer Journey

The Modern B2B Customer Journey

I was recently asked to map PartnerTap’s capabilities to the B2B customer journey. When I got off the phone, I realized I should have asked “Which one? The old B2B customer journey or the modern one?” For the past 20 years the customer journey has started with a...

Co-Sell Transformation Tech Stack

Co-Sell Transformation Tech Stack

Co-selling is suddenly the hottest topic in partner, channel, and sales circles. Why? Because companies are realizing the old sales playbook is broken and finally making sales transformation a top priority in 2024. Co-selling transformation is a journey that requires...

Co-Sell Transformation Pitfalls

Co-Sell Transformation Pitfalls

As outlined in The Sales Transformation Imperative in 2024, companies realize they need a new sales playbook to support modern buyers and win deals with more complex dynamics. Building a high-performing co-selling motion with your best partners is the answer. When...

The 11-Step Co-Sell Transformation Playbook

The 11-Step Co-Sell Transformation Playbook

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. The...

The Sales Transformation Imperative in 2024: Co-Selling

The Sales Transformation Imperative in 2024: Co-Selling

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Buyers have changed how they buy products and services for their companies and deal dynamics are exponentially more complex. Selling to the modern buyer in this more...

Sales Is Broken Part 2: Buyers Don’t Want to Talk With Sales Reps

Sales Is Broken Part 2: Buyers Don’t Want to Talk With Sales Reps

As I mentioned in Sales Is Broken Part 1, traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. Many companies pointed to the general market conditions in 2023 or...

B2B Sales Is Broken Part 1: Deals Are More Complex & We Must Adapt

B2B Sales Is Broken Part 1: Deals Are More Complex & We Must Adapt

TLDR: Traditional B2B sales is broken. Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. Operationalizing a high-performing co-sell motion with your partners is...

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