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Forecastable Blog

Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.

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Partner Account Planning and Always-On Partner Comms

Short answer: Always-on partner communications keep partners aware of you. On their own, they do not generate pipeline. The pipeline comes from partner account planning: dedicated, recurring account-planning sessions built on completed account mapping. Always-on comms are the wiring between those sessions, not a substitute for them. Crossbeam network data puts the average win-rate lift […]

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Editor's Picks

MDF Programs That Generate Real Pipeline (Not Just Activity)

Short answer: most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The cause is structural, not size. MDF gets framed too narrowly as marketing money. It then goes to partners who will not run the activity that drives pipeline. The fix is a defensible MDF program that […]

Joint Demand Generation: How to Run Co-Marketing That Converts

Short answer: joint demand generation campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions. You need a shared ICP, a single accountable owner, lead-level attribution, and a structured handoff motion. Get those four […]

Partner Content Syndication: A Field Guide for B2B SaaS

Short answer: partner content syndication is one of the cheapest pipeline sources in B2B SaaS. Most programs underperform because they treat it as a logo-swap, not a real demand motion. The model that works is simple. Syndicate content only when it is valuable on its own, attribute leads at the source, and build a follow-up […]

Top-down view of a diverse team brainstorming around a table with a large 'RESEARCH' diagram and ideas like data, search, and analysis drawn on paper.

Account Research *Best Practices in Mid-Market* and Enterprise B2B Sales

Account Research is all about answering the question, “Does this account have a need for what we’re selling and to what extent?” The best B2B sales reps in the world are consultative in nature and take great pride in solving customers’ challenges. If your customer doesn’t have challenges your solution solves for, then why spend […]

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Calendar page with a red stamp circle and the word 'CLOSING' around the 15th; a white marker rests on the grid as a deadline reminder.

*Tips for Setting* the Initial Close Date in B2B Sales (with contest for sales managers to run)

That initial close date is one of the hardest dates to pick for most sales reps. Most think, “Who cares? It’s going to change anyway once we get into the deal.” And that may be the case, but if you try diligently to get as close to the mark as possible from day one, it’ll […]

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*The Five Stakeholder Types in Sales* That Can be Opponents or Blockers (and how to overcome them)

In the complex sale, there are typically about five stakeholders on average and sometimes many more. Every stakeholder comes complete with their own experiences, biases, and aspirations; each of which will have an impact on your deal. It’s pretty easy to spot your biggest supporters, but can sometimes be very difficult to spot your biggest […]

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*How to Best Leverage a Supporter* in Mid-Market or Enterprise Sales Cycles

Generating group consensus is the name of the game in the complex sale, which is typically associated with mid-market and enterprise sales scenarios. No single person makes the decision on the buying side, so it’s important to convert as many stakeholders as possible into supporters. The vendor with the most support, or the right kind […]

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*Stakeholder Research* Best Practices in B2B Sales

While account research will help you prioritize which accounts to target and what pain points to focus on, accounts don’t make decisions; people do. And in B2B sales, decisions aren’t made individually either. You’ve got to generate group consensus, which is the name of the game. The good news is that because there are multiple […]

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Top-down view of a team workspace with a large blue 'PRIORITIZE' sign amid laptops, tablets, and scattered documents.

How to Prioritize Which Accounts to Target First in *Account-Based Selling*

Whether it’s the beginning of the year and you’re staring at your new list of net new target accounts or you’re midway through the year and simply need a pipeline boost, prioritizing which accounts to target first is an essential part of attaining quota. This should be an objective and systematic process. For us, it […]

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Paper feed on a vintage-style printer with 'CRM' printed, symbolizing CRM software or data flow across a system.

*CRM: *The Modern Rolodex for Sales Reps

The official definition of Customer Relationship Management (CRM), according to Gartner’s Glossary, is “a business strategy that optimizes revenue and profitability while promoting customer satisfaction and loyalty. CRM technologies enable strategy, and identify and manage customer relationships, in person or virtually. CRM software provides functionality to companies in four segments: sales, marketing, customer service and […]

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*Four Buyer Personalities in B2B Sales* and How to Communicate With Them

Have you ever been in a scenario where you didn’t respond quickly and you get that nudge from a prospect asking you where things stand? And in your head you’re like, “I promised that to you this morning…chill.” That can be frustrating, to say the least. Or maybe you’ve been in a scenario where you […]

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*First-Line Sales Management:* How to Empower Your Reps With the Ability to Systematically Win More Business

You need your reps to account plan and get their targets into highly-personalized outbound cadences as quickly as possible; preferably in the first two weeks of the year because the faster you start this process, the sooner a sales cycle starts, which means the sooner deals start closing, which maximizes the time you have available […]

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*Sales Process:* How to Overcome the Level Playing Field That Is the B2B Buyer’s Journey

” SO, YOU MEAN TO TELL ME THAT IN THE UNITED STATES, WE’RE SPENDING OVER A TRILLION MARKETING DOLLARS ON GUIDING PEOPLE THROUGH THE FIRST TWO STAGES OF THE BUYER’S JOURNEY AND THEN 81.3% OF THE TIME WE’RE TURNING THAT LEAD OVER TO A SALES PERSON WHO ISN’T FULLY EQUIPPED TO BRING THE BUSINESS TO […]

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