Start Your

Growth Journey

Now

Let's Chat to See if
We're a Good Fit

Our Founder’s Latest Insights

Blogs on Sales Reps & Sales Development

Forecastable Blog

The best tips, tricks & news about social media management

Latest Post

Latest Post

Two parallel amber arcs converging at a common horizon point on deep navy, illustrating the co-selling motion

Co-Selling: Definition, Models, and How It Works

Co-selling is the joint sales motion in which two companies pursue and close the same prospect or customer together, sharing context, sequencing, and accountability for the deal. The motion runs on shared deal mechanics, same logo, same buyer, same forecast date, same next step, not on shared friendly relationships. Companies that confuse the two get […]

Read Article

Editor's Picks

Featured image for Forecastable blog post on mdf programs

MDF Programs That Generate Real Pipeline (Not Just Activity)

Most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The waste isn’t because the budget is too large. It’s because MDF gets framed too narrowly as marketing money and gets allocated to partners who can’t or won’t run the activity that generates pipeline. The defensible MDF model […]

Featured image for Forecastable blog post on joint demand gen

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

Joint demand-gen 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: shared ICP definition (not “everyone we both sell to”), single owner accountable for execution (not “joint ownership”), pipeline attribution captured at the […]

Featured image for Forecastable blog post on content syndication

Partner Content Syndication: A Field Guide for B2B SaaS

Partner content syndication is one of the cheapest pipeline sources in B2B SaaS, but most programs underperform because they treat syndication as a logo-swap exercise rather than a structured demand motion. The defensible model: syndicate content into partner audiences only when the content is independently valuable to that audience, attribute leads at the syndication source, […]

Team of coworkers performing a fist bump over a wooden table with laptops, notebooks, and coffee cups, symbolizing teamwork and collaboration.

*Systematic Category* Domination for Anchor SaaS Companies

Definitions: Anchor SaaS Company: SaaS provider with a large ecosystem of both service and technology partners. Supporting Partners (SaaS/Services/Hardware): Any partner or category of partner who’s critical along the ideal customer journey the Anchor SaaS Company has defined. The route to SaaS success (systematic revenue acquisition, retention, and expansion) has become a collaborative journey, involving […]

Read Article
Two professionals shake hands over a table with printed charts and a tablet nearby.

*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
Hand under a glowing holographic stock chart showing an upward financial trend and rising values on the right.

*Double, Triple, and Quadruple* Your GTM Dollars Through Partners

Market Development Funds (MDF) used to get a bad rap (covered below), but when deployed properly and productively, they’re critical for efficiently expanding into new markets or segments. Although it may sound obvious, MDF are funds specifically allocated to developing markets. This can take shape in many forms, like events, sponsorships, advertising, or any marketing […]

Read Article
Four professionals in business attire shake hands and smile in a modern office lobby. 2 men and 2 women present, one holds a tablet.

*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
Eight colleagues sit around a long wooden conference table in a bright, plant-filled office, collaborating with papers and laptops on the table,

*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
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 […]

Read Article
Person in a black suit and white shirt wearing red boxing gloves, fists pressed together at the chest.

*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 […]

Read Article
Chalk-drawn word LEVERAGE on a dark background with a hand holding chalk near the end of the word.

*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 […]

Read Article
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 […]

Read Article
1 2 3
Abstract composition of overlapping glassy squares in blue and warm gold tones, stacked diagonally creating a layered geometric motif.

Partner Ecosystem Platforms: 2026 Buyer’s Guide

Partner ecosystem platforms are the software stack that operationalizes how a company recruits, manages, co-sells with, and reports on its partners. The stack has three layers: account mapping (Crossbeam, PartnerTap), PRM (Introw, Euler, Impartner, and others), and ecosystem orchestration (Forecastable). The right buying decision depends on the partner motion, not…

Read Article
1 2 3 4 89

Stop Unreliable

Struggles

Whether starting with a single sales team or a single partner, any co-sell motion can be live within 30 days.