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...
The Co-Selling Manifesto
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...
Co-Selling First Principles
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...
Partner KPIs Next-gen Sales Leaders Will Track in Every Account
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...
9 Step Co-Selling Enablement Framework
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...
The official definition of co-selling
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...