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.
Latest Post
Categories
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.
Read Article
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 […]
Frontline Sales Managers: The Forecastability Lever
The layer where forecast accuracy is made or lost, and why most revenue orgs under-invest in it.
Read Article
*Sales Managers:* Winning Partner-Involved Deals Through Situational Tag Teaming
Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]
Read Article
*Frontline Sales Managers:* How to Know Which Partners Can Help or Hurt Your Team’s Deals
As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]
Read Article
*B2B Sales Reps:* A Guide to Keeping Partners from Wrecking Your Deals
The fear of a partner “screwing up your deal” is a common one for sales reps. While partners can bring expertise, resources, and reach to your efforts, a mistake can quickly unravel all your hard work. This concern is valid. Bringing any new human – partner or not – into a deal adds risk. For […]
Read Article
Alex Buckles
*B2B Partnerships:* Why They Should Matter to Sales Reps
Understanding the value of business-to-business (B2B) partnerships is crucial for your sales reps. Often, when thinking about partnerships, fears and concerns come up. Questions about deal management, partner spend, and the overall impact of having somebody else involved in the deal can lead to a spiral of negative thoughts. However, these fears are valid only […]
Read Article
*Sales Preference:* How to Know When Someone is a Supporter, Opponent, or Neutral and Where to Concentrate
In the complex sale, generating group consensus is the name of the game. This means the goal should always be to definitively determine who’s in your corner and who’s not in your corner, so you’re taking the appropriate actions. A misdiagnosis here will almost certainly result in unwanted surprises down the road. If someone’s in […]
Read Article
*Frontline Sales Management:* How to Systematically Drive Sales Team Success
A frontline sales manager’s mission is to attain team quota, which is usually a large number that’s split by a team of individual sales reps. If all reps attain their individual quotas, the manager’s number is also met. Simple, right? Ha! It’s not as easy as it sounds. Why? Because every single sales professional has […]
Read Article
The Differences Between Decision *Process and Paper Process in B2B Sales*
Many sales organizations leverage the MEDDPIC sales qualification methodology. For those that don’t, it’s: Metrics Economic Buyer Decision Criteria Decision Process Paper Process Identify Pain Champion The two areas we’re focusing on are Decision Process & Paper Process. Decision Process: Before walking through all of the contracting paperwork, someone within the buying organization must first […]
Read Article
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 […]
Read Article
*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 […]
Read Article
