Account Mapping: Six Critical Insights to Increase Ecosystem Revenue
Running an alliance team is not an easy task. On the one hand, alliance managers have to push sales leaders to make their sales teams work with partners to drive more pipeline. On the other hand, these same managers must spend the majority of their time building...
Want More Glengarry Leads? Then Develop a Strong Partner Mindset
Let’s face it, cold calling is hard but throw in a global pandemic, and it’s even harder. If you want to gain access into key accounts, focusing on your partners is time well spent. However, getting your partners to the point of sending you qualified leads takes a lot...
Building Trust: The Building Block of Partnerships
“Trust takes years to build, seconds to break, and forever to repair” – Unknown The relationships that we build with our strategic partners are important yet fragile. It is imperative that we prove that we are trustworthy individuals, and work for trustworthy...
The Dirty Secrets of Enterprise Sales – Your Customer Data is Being Shared and it’s a Good Thing
Before starting to chase a prospective account, sales reps try to collect as much account information as possible. The collected data helps them have a clearer picture of the prospect’s organization, who the decision-makers are, who has the most influence on them,...
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