Nearbound Marketing: What It Is and How It Works
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
Forecastable Blog
Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (11) AI in Partnerships (9) B2B Sales Foundations (24) Co-Selling (30) Ecosystem-Led Growth & Nearbound (9) Partner Attribution & Reporting (12) Partner Enablement & Onboarding (7) Partner Marketing (7) Partner Programs (16) Partner Tech & PRM (17) Partnerships Forecasting (13) Partnerships Roles & Hiring (22) Partnerships Strategy & Leadership (40) Uncategorized (1)Latest Post
Frontline Sales Managers: The Forecastability Lever
The layer where forecast accuracy is made or lost, and why most revenue orgs under-invest in it.
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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 […]
*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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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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*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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*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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