In 5 minutes MAX you’ll get:
→ The mutual effort needed between partner pros and sales pros
→ Why successful partnerships actually start when the agreement is signed
→ How you can ask for an intro on LinkedIn, the right way
Do the work
Partnerships do help deals go faster, but you have to put in the work into the relationships. And that's not all on the AE, BDR, or SDR to figure out. They should be engaging the partner people, and the partner people should be engaging them.
- Jessie Shipman
Successful partnership = repeated, daily effort
A successful partnership doesn’t come from a piece of paper, nor a well executed kickoff call. It’s the result of hundreds of great relationships,
explained Rob Rebholz, CEO of Superglue.io.
Every AE that brings you into a deal needs to feel valued, trust you, feel enabled, and feel excited.
Every single person and touchpoint needs to help someone evolve in their understanding of you. So they grow from being someone who’s heard about you to somebody who wants to support you and believes in your actions.
Companies think you sign an agreement and everything’s good to go!
That’s not the reality.
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Getting the ask right
Let's talk about the anatomy of an intro.
You're prospecting and you find somebody you really want to connect with. The problem is, you don't know them.
Instead of sending an icy cold DM, good sellers will head to LinkedIn, check overlap connections, and reach out for an intro.
If you’re doing that, you're on the right track. But how you approach the ask is critical.
Sam McKenna gave a great example of this on LinkedIn.
Most sellers would say something along the lines of:
Hey, Sam, Happy Wednesday, I was on your LinkedIn and I saw that you're connected to Jill Rowley. Can you intro me?
The response you'll likely get from this question is: Who are you? And why should I use my precious social capital on you?
She suggests that a better script is actually:
Hey, Sam, we don't know each other. But I'm over on the search and staffing side of LinkedIn. I saw that you have a connection to Jill Rowley. And I wondered if I might ask for your help in getting connected to her. There are two pieces of context for you on efforts that we've made and conversations that we had before. But I can certainly expand if you’d like. Happy to also go straight the email on your behalf or share some snippets that you can use. I appreciate you considering.
What this shows is that you are on your game enough to not only care about the contact but also about the connection that you already know.
It provides critical context that helps the person to answer the questions, "Who are you?" and "Why do I care" without them actually having to ask it.
And don’t forget to thank this person profusely for even considering your request!
If you've got any inspiring stories about how you're doing this, I would love to hear them. DM me on LinkedIn!
And a HUGE thank you to RevGenius for helping to amplify this podcast and continue the conversations. If you haven’t joined yet, join the free community.