Happy Wednesday!
In 5 minutes MAX you’ll get:
→ A huge tip on building trust this year.
→ How and why to opt for "easy mode."
→ Should you be a bit louder in an ecosystem?
IRL meetups are a game changer
You have to ask and invite yourself. The worst thing they say is ‘no.’ Get in front of people and build that trust. It was a game changer for me last year.
- Rachel Schaeffer, Managing Director Global Partnerships at Concentrix
Easy mode isn't easy
Think of revenue like a game.
You get two options — play on easy mode or play on hard mode.
Hard mode is when you,
go out and cold call till you're freaking blue in the face, which I have done. And knock on the doors and send those emails and connects on LinkedIn.
- Rachel Schaeffer
When you play on hard mode, you run up on your limits fast.
It’s time-consuming to infiltrate a large enterprise company! Even a really good salesperson can only work a max of 10 enterprise companies a week.
Easy mode is when you partner to fill in the gaps.
For example – need to speak with someone inside the company? Partner with someone who has trusted connections.
The choice is yours, but don’t think for a second that by choosing to play on easy mode you’re taking the easy way out.
Easy mode isn’t about avoiding challenges. It’s about embracing new, often more advanced challenges.
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Are they talking about you?
Sellers, your job is to be top-of-mind, all of the time.
When it comes to the AWS ecosystem (or any large enterprise ecosystem) it's important to make a distinction between the internal ecosystem and the external ecosystem.
A company’s external ecosystem is made up of every single partner and partner type. Those are the logos you see on a company’s page and the listings you see on their marketplace.
A company’s internal ecosystem, however, is made up of every partner the internal team is actually talking about.
- Who is getting brought up during meetings?
- When customers bring up a problem, which solutions are top-of-mind?
- Who are they looping into partner opportunities or joint events?
If you’re not a part of that internal ecosystem, you’ve got some work to do!
Beat your drum. Look for opportunities to get involved. Make yourself known.
-Jessie Shipman
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.
