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...
I co-founded PartnerTap in 2016 to help sales reps co-sell and win more with partners. This wasn’t an easy problem to solve and there weren’t any co-selling solutions in the market. I know - because I was at SAP Concur at the time and I searched far and wide for a...
TL/DR The co-selling transformation movement took off in 2024 and findings in the latest State of Sales Report from Salesforce Research explain why. This article breaks down the latest findings along with the direct implications for co-selling transformation...
TL/DR The Salesforce Salesblazer Community was excited to learn about co-selling trends, best practices, and career opportunities. This article shares highlights from a recent Ask-Me-Anything session with PartnerTap’s CRO, Autum Grimm. Last week I had the opportunity...
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...
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...
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,...
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-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...
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...
