Selling Together #17: Beat Your Company's Drum

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.

Watch the episode

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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.

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