Today marks the third episode of Selling Together!
In 5 minutes MAX you’ll get:
→ VP of Revenue at Reveal, Jo Wright on the challenge and opportunity in co-sell
→ Why partner tech isn't just for partner people
→ A quick musing on how buyers buy and how sellers sell
The co-selling challenge and opportunity ahead
"It's no secret that the biggest and quickest deals at most companies all stem from AEs who collaborate with partners. But even within the really successful companies where 25%, 35%, 40% of their revenue comes from partnerships…they don't have 100% of their sellers bought in. It's not mainstream, not even where you expect it to be. That shows the opportunity. But it also shows the challenge ahead."
- Jo Wright, VP Revenue at Reveal
Partner tech is not just for partner people
Let me just get this out of the way — Partner tech is not just for partner people.
Every sales cycle has ecosystems embedded into its go-to-market.
Don’t believe me? When was the last time someone asked you about your product and its integrations? Probably yesterday.
Today, integrations are expected, and sellers need to have relevant information on the spot.
Partner tech isn’t just there to make partnerships easier. It’s there to make sales, marketing, success, and product all easier.
When a technology partnership is so closely intertwined with a sales decision, it’s obvious that partnerships and partner tech are not on their own island anymore.
Watch the episode!
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What happens to sellers when buyers buy differently?
Salesforce put out their most recent report about seller productivity. In it, they shared this interesting tidbit — sales reps are under pressure to act as trusted advisors to buyers sharing sophisticated insights on all of the right channels, including a myriad of digital spaces, like email, social media, live chat, and messaging platforms.
Reading down a spec list or script as a seller is not going to cut it anymore. Buyers are contending with the same tough market that sellers are, and they're seeking personalized advice that is tailored to their specific circumstances.
73% of customers expect companies to understand their unique needs and expectations. And 80% of sellers say that buyers are conducting a lot of research before they even reach out.
This change in consumer sentiment means two (2) things for sellers…
- Sellers will have to become a source of knowledge that can't be attained via a website or via an automated demo.
- Sellers will need to become informed, particularly about how their product fits into their customer's tech stack and ecosystem.
(What is your organization doing to combat the change in how buyers want to buy? Share your thoughts on LinkedIn!)
Until next time!