Partner Events: B2B Event Marketing That Puts Target Accounts in the Room
Partner events run soup to nuts: invite lists from partner data, registration, venue and follow-up, measured by target accounts in the room.
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Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (29) AI in Partnerships (12) B2B Sales Foundations (81) Channel & Reseller Sales (7) Co-Selling (104) Deal Registration (5) Ecosystem-Led Growth & Nearbound (28) Partner Attribution & Reporting (30) Partner Enablement & Onboarding (33) Partner Marketing (55) Partner Programs (57) Partner Tech & PRM (70) Partnerships Forecasting (34) Partnerships Roles & Hiring (96) Partnerships Strategy & Leadership (115)Latest Post
Partnership Pipeline Forecasting: Make Partners Predictable
Short answer: Partnership pipeline forecasting means predicting how many sales-qualified opportunities (SQOs) each partner will bring next month and next quarter, and how much revenue they’ll turn into. Most partnerships leaders can’t do that today. So they aren’t in control of their own number. The fix isn’t a better spreadsheet. It’s running partner GTM motions […]
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GTM Credits: Turn Leftover MDF Into GTM Motions You Run Next Quarter
Prepaid, $1 for $1 and good for 12 months: GTM credits turn leftover MDF into GTM motions you run when you’re ready.
B2B Demand Generation Agency: Pipeline Through Your Partners
Demand generation run through the partners your buyers already trust, often partner-funded and measured in SQOs and cost per SQO.
*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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*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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*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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