Revenue is Now Multi-Partner The highest-performing revenue organizations no longer measure success by how many reps they hire or how many calls they make. They win based on how effectively they orchestrate multiple partners around accounts and opportunities at scale....
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...
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,...
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...
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...
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...
Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. There’s only one way to consistently sell and win in...
