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A partnerships leader interviewing a prospective channel partner across a conference table, an ideal partner profile scorecard and a shortlist of partner names visible on a printed sheet between them, deep navy and warm amber palette

Channel Partner Recruitment: A Practical Playbook

What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]

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Editor's Picks

Channel Marketing: What It Is and How It Works

What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]

Partner Marketing: What It Is and How to Run It

What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]

What Is Channel Marketing? A Clear Definition

What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]

Man dressed as a detective looks through a magnifying glass, holding a smoking pipe.

*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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Businessman in a suit with multiple arms juggling tasks: talking on a corded phone, holding a tablet, a coffee cup, and a large clock symbolizing time management.

*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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Cork strip with the words 'COLD EMAILS' written in black and turquoise on a teal background with colorful paperclips nearby.

*Proper Account Planning:* Winning the Outbound Cadence Personalization War

In this account-based selling world we live in, there’s this massive demand for personalization because prospective buyers want to know that you understand their individual needs; not just their company’s needs. I’m not telling you anything new or earth shattering with that statement. However, the bar for personalization gets higher by the day as prospects’ […]

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*When and How to Leverage Executive Alignment* in Enterprise Sales

Executive alignment is a verifiable agreement between a vendor’s executive team and the buyer’s on the outcome, scope, success criteria, and operating cadence of a deal. It is not a relationship; it is a written joint position that survives sales-cycle stress. Aligned deals close at higher rates and renew with…

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*Better Control Your Sales Cycle* by Documenting, Tracking, and Leveraging Your Prospect’s Evaluation Considerations

We’ve all been in situations where we’ve lost a deal and had no clue as to why. I’d just sit there and stew on it, combing through every interaction I had with them, second guessing my pricing, wondering if maybe I could’ve had better executive alignment, or maybe my competitor just flat-out outsold me. It […]

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Professional in a dark suit points at the viewer with a chalkboard reading PUBLIC SECTOR behind him.

*How to Arm Yourself with Information* to Successfully Sell to Public Companies

Sales reps should get excited when they see a public company listed on their named account list. Why? Because these companies are required by the SEC to produce quarterly and annual reports and must be transparent about the health of the business. Oftentimes, they openly discuss their growth challenges and upcoming corporate objectives; all of […]

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