When hiring for sales positions in partner ecosystems, it may be tempting to think that sales skills are always transferable. They often are not. The reason why those skills don’t always transfer has more to do with the differences in environment and sales dynamic than the skills themselves. Partner

Even the strongest enablement programs, ones that have great learning content and resources, need to consider learning effectiveness for their intended audience.

Partner leaders can support their sales team by asking better questions and assigning responsibility to key sales leaders on the team.

A great story makes it easier for sellers to talk about their partners. The dilemma that most sellers face when preparing for a call is they already have partner marketing and enablement materials with which to start. Believe it or not, that makes story-craft more difficult. When a seller already

The number one question every partner enablement program should be looking to answer is: What is the story that we want our sellers to tell about our partners? Partner selling isn’t easy. It requires a high level of skill and trust for sellers within each partner to make mutual

Trust is the new Data. It is the lifeblood of successful partner ecosystems and their ability to deliver viable, complex solutions for customers (Check out PartnerUP episode 57 and the Accenture study on the Future-of-Partner-Relationships as examples). The coordination and orchestration of partners is central to meeting the solutions that

You’re not alone. For most folks in partnerships who have been tasked with creating a partner enablement program they start with what they know. Typically what they know is either sales, or marketing, or in some cases a little of both. But partnerships is neither sales nor marketing. And

Last week I outlined some concrete suggestions on when and how a sales leader can engage their teams in order so solidify partner enablement. There are specific actions, before, during and after a sales team engages with partner enablement that need to be reinforced by sales leadership in order for

In part 1 [https://partnerhacker.com/sales-leadership-and-partner-enablement/], I talked about metrics. Once the work has been done to reset metrics that focus on ecosystem led growth, then it becomes imperative that a sales leader be supporting ecosystem behaviors by reinforcing the importance of partner enablement. Support is crucial throughout the