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Forecasting is a cornerstone of successful business partnerships, yet it's often seen as a tedious task. In this episode of the "Partnership Path", Gary Cockayne, an experienced leader in channel strategy, shares his expertise on transforming forecasting from a mundane obligation into a powerful tool for growth. As someone who has significantly boosted IFS’s channel success, Gary's insights are invaluable for anyone looking to optimize their forecasting processes and build stronger, more effective partnerships.
Key Takeaways
Transforming Forecasting Meetings: Gary emphasizes the importance of changing the perception of forecasting from a chore to an opportunity for collaboration and growth. By adopting a supportive, coaching approach, you can make these meetings more productive and engaging.
The Integrity of Forecasting: Building trust and maintaining high integrity in forecasting processes are crucial. Gary advocates for transparency and alignment in goals to foster a collaborative partnership.
The Importance of Qualifying Out: Gary highlights that qualifying out of deals that are unlikely to close is as important as qualifying in. It helps partners focus their efforts on opportunities with a higher likelihood of success.
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In this episode of “The Partnership Path”, John Rudow and Toni Kent take a closer look at the ins and outs of forecasting in partnerships and channel management. If you’re in a partnership or sales role, you’ll find this discussion incredibly valuable. They break down why it’s crucial to keep pipeline and forecast discussions separate, how to navigate the risks involved, and the importance of setting accurate expectations. This episode is packed with practical tips that can really change the way you think about forecasting.
Key Takeaways
Separate Pipeline from Forecast Discussions: Pipeline is about visibility into potential revenue, while forecasting is about setting expectations for what will happen and when. Mixing the two can lead to confusion and inaccurate predictions.
Forecasting Involves Risk Assessment: A good forecast includes an evaluation of risks—what portion of the forecast has little, moderate, or high risk, and what actions are being taken to mitigate those risks.
Accuracy is Crucial: Inaccurate forecasts can have serious consequences, impacting business decisions and people’s jobs. It’s essential to focus on setting realistic expectations and being honest about potential outcomes.
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In this engaging episode of the “Partnership Path” podcast, John welcomes Gary, a seasoned veteran in enterprise software, to share his invaluable insights on effective pipeline reviews with partners. Gary’s approach to transforming tactical deal analyses into strategic business discussions offers a refreshing perspective that every partner manager can benefit from.
Key Takeaways
Elevate Pipeline Reviews: Transform tactical deal discussions into strategic business planning.
Pipeline Hygiene: Regularly clean up the pipeline to reflect true business potential.
Build Trust: Establish trust with partners by allowing them to start with a clean slate.
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In this engaging episode of The Partnership Path, John and Toni dive into the intricacies of running effective pipeline reviews with partners. The conversation, filled with humor and practical advice, highlights the importance of maintaining a balanced and healthy pipeline. As experts in the field, they share their experiences and best practices, making this episode a must-watch for channel managers and partner managers looking to optimize their pipeline management strategies.
Key Takeaways
Volume, Balance, and Velocity: Understand the three critical aspects of a healthy pipeline and how to manage them effectively.
Macro Perspective: Learn to shift the focus from individual deals to a broader view of the pipeline to identify trends and potential issues.
Goal Setting: Incorporate pipeline goals into your overall strategy to ensure you have enough deals moving through the pipeline to meet your targets.
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Episode Summary
In the latest episode of “The Partnership Path, we dive deep into the world of partner sales management with the seasoned expert, Selena Butler. With over two decades of experience in the field, Selena shares her invaluable insights on building trust, fostering collaboration, and driving success in both direct and partner sales environments. Her unique perspective, shaped by her extensive background in companies like Epicor and Infor Software, offers a rich tapestry of knowledge for anyone navigating the complex landscape of sales and partnerships.
Key Takeaways
Building Trust and Credibility: Establishing trust is paramount in managing partner relationships. Timely responses, transparency, and a genuine interest in the partner’s success are crucial.
Tailoring Approaches: Understand and adapt to the partner’s existing sales frameworks. Meeting partners where they are and integrating their methods fosters better collaboration.
Measuring and Celebrating Success: Continuously evaluate what’s working and what’s not. Celebrate joint successes to maintain motivation and strengthen the partnership.
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In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets.
This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals.
Key Takeaways
Understanding Sales Team Motivations: It’s crucial to align your partnership goals with what matters most to sales teams – hitting their quotas and earning commissions.
Building Trust and Credibility: Demonstrating your ability to solve key problems and showing long-term commitment can earn the trust of sales teams.
Tailoring Value Propositions: Create distinct value propositions for internal and external stakeholders to effectively communicate the benefits of your solutions.
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In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets.
This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals.
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Listen to Vikki Morris @Splunk discuss Co-Selling to Seal the Deal.
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Listen to Jenn Martin @Microsoft discuss Co-Selling to Seal the Deal.
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In this podcast episode, John and Toni discuss the concept of co-selling with partners. They share personal anecdotes and experiences to illustrate the challenges and strategies involved. Key points include defining co-selling, the importance of establishing rules of engagement, and the necessity of making co-selling scalable by empowering partners to sell independently.
Important Points:
Introduction to Co-Selling: Co-selling involves collaborating with partners to enhance sales efforts, akin to teaching someone to drive.Personal Anecdotes: Stories about teaching children to drive serve as analogies for co-selling dynamics.Defining Co-Selling: Emphasizes the need to clearly define co-selling to avoid misunderstandings.Types of Co-Selling:Enterprise Level: Involves aligning teams and coordinating large deals.Reseller Level: Often requires direct involvement in customer meetings and negotiations.Rules of Engagement: Establishing protocols and expectations for involvement in deals.Scalability: The goal is to make co-selling scalable by enabling partners to sell independently.Challenges: Overcoming objections from partners who rely too heavily on vendors.Community Input: Encourages listeners to share their experiences and strategies for effective co-selling. -
Today, we delve into the complexities of account and territory mapping with partners, dissecting key statistics, and sharing practical strategies for effective territory alignment. If you’re navigating the challenges of sales and partnership dynamics, this episode is a must-watch. Sharing these insights is invaluable for anyone looking to enhance their partnership management skills and drive success in their roles.
Key Takeaways
Critical Analysis of Statistics: Question and understand the statistics you encounter. Misinterpretations can lead to flawed strategies.
Importance of Transparency: Open communication about compensation and priorities is crucial for successful partnerships.
Strategic Territory Mapping: Aligning territory and account mapping effectively can overcome compensation conflicts and drive mutual success.
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Listen to Eric Straalman @VertiGIS discuss Co-Marketing with Partners.
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Listen to Sunny Neogi @Microsoft discuss Co-Marketing with Partners.
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