CoSell
DECEMBER 31, 2020
As a business owner, you’re on the lookout for ways to collaborate with the right partners. Whether you’re a solo entrepreneur, a small business, or part of a larger organization, working with the right partners offers a way to expand awareness and build a loyal customer base. With sales insights, you can determine the best partners to seek out, work with, and grow together.
Peter Simoons
DECEMBER 13, 2020
Recently I presented to Dr. Brian Tjemkes’ Alliances, Mergers and Networks Program at the VU University in Amsterdam. In good 2020 style, this presentation was fully online. Nevertheless it was highly interactive. Over 100 students participated and they asked many questions. One hour wasn’t enough for their questions so at the end of the presentation I invited the students to reach out to me on LinkedIn to continue the conversation.
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PartnerTap
DECEMBER 9, 2020
Share Your Target Account Data Generously with Your Strategic Partners – Without Any Constrictions. We all know that feeling of having a dry pipeline – an increasing fear of uncertainty and failure stresses you out, which makes coming up with new ideas even more difficult. But you don’t have to build pipeline all alone. Your strategic partners are the most effective resource when it comes to new lead generation.
Jesse Lyn Stoner
DECEMBER 21, 2020
This is a lovely moment – the winter solstice. The darkest day of the darkest week of the year in the northern hemisphere. when the descent into darkness pauses. the pause before light overtakes darkness. the pause before decrease changes to increase. If you pay close attention, you […]. The post Reflection on the Winter Solstice appeared first on Seapoint Center for Collaborative Leadership.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Board Source
DECEMBER 8, 2020
At the risk of beginning this post with a completely unoriginal and obvious point, the country is currently experiencing a level of cultural, political, and economic turmoil not seen in many decades. In fact, I would argue that today’s combination of a worldwide pandemic, political unrest, and racial tensions have left most of us reeling.
Partnership Management Hub brings together the best content for partnership management and strategic alliance professionals from the widest variety of industry thought leaders.
CoSell
DECEMBER 29, 2020
How can you create valuable partnerships? It’s a big question that’s on everyone’s minds. We’re looking for fresh ways to add value to our best customers. Much like a personal relationship, a customer partnership works best when you focus on authentic success. If you’re only focused on short-term gains, the partnership won’t survive long term. In the last few weeks, I’ve found myself having this conversation over and over again.
ISTO / IEEE
DECEMBER 8, 2020
Contributed by Bill Narin, Global Business Development, IEEE-ISTO. The Year Was 1904. Crossword puzzles, canned beer, and sliced bread hadn’t been invented. The American flag had 45 stars and the average American worker made 22 cents an hour. The San Francisco Earthquake was still two years in the future. The Great Chicago Fire was three plus decades in the rear view mirror — the first well known use of which, by the way, would occur in seven more years when driver Ray Harroun used one in
PartnerTap
DECEMBER 21, 2020
This is the first installment in our three-part series on scaling revenue-generating partnerships. Strategic partnerships can help source and accelerate sales deals, and also create a lock-in effect for joint customers that reduces long-term churn. But scaling a revenue-generating partnership program is not easy. It requires a strong foundation of security, data, access, and trust.
INSEAD Knowledge
DECEMBER 14, 2020
Founders make fewer mistakes and pivot in the right direction when they learn to challenge their own assumptions and experiment continuously.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Peter Simoons
DECEMBER 23, 2020
I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Introduction part 2.
Ground Floor Partners
DECEMBER 16, 2020
If everything is a top priority, then nothing is a priority, and nothing will get done. This is a tough lesson, but all successful business owners eventually learn it. Many startups are particularly susceptible to the idea that they can serve this market, and that market, and those people over there, and these groups over here, until their message and brand become so confused that nobody knows what they stand for or who they actually serve.
CoSell
DECEMBER 24, 2020
We’re all searching for customers who share our values and understand our brand’s essence. While we often think about customer relationships in terms of numbers, each one is a personal relationship built on trust and relies on empathy. It’s a question of shared understanding and shared values. The real strength is the quality of trust and empathy. In many ways, a customer relationship is a lot like other friendships, connections, and relationships.
Stellar Partnerships
DECEMBER 14, 2020
I know 2020 has had some downright awful things happen. I honestly feel like I have PTSD from being cooped up with my 4 year old whilst simultaneously working. I’m definitely a glass half full kind of girl so I know that I got off pretty lightly. This blog is totally off the topic of partnerships, just like the popular ‘And finally,’ segment of our newsletter and it has a ton of links.
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The tech world is crowded. And that means the stakes for channel management have never been higher. How do you cut through the noise? Are SPIFFs, business plans, and marketing development funds really worth it? Get real-world, boots-on-the-ground insight into what it takes to build a partner relationship management motion that attracts, trains, retains, and motivates the right partners.
PartnerTap
DECEMBER 28, 2020
This is the second installment in our three-part series on scaling revenue-generating partnerships. You can find the first article, and the first challenge, in the series here. Universal C hallenge #2: can’t co-sell without the right data, access, insights, and technology. There are many companies that have invested in teams of people to manually account map and connect sales reps with partners on a case-by-case basis.
INSEAD Knowledge
DECEMBER 21, 2020
A beginners’ guide to high-value business models.
Peter Simoons
DECEMBER 9, 2020
I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book.
ISTO / IEEE
DECEMBER 8, 2020
Byline: Enabling Integrated Services to Citizens through IEEE P1951.1. Author(s): Subramaniam Chidambaram, Chair, IEEE P1951.1 & Srikanth Chandrasekaran, IEEE SA. India is expected to witness an increase in urban population from 377 million in 2011 to 600 million (roughly twice the current population of the United States) in 2031 according to an UN backed report published in 2014.
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ChatGPT has dominated boardroom conversations for months now. From drafting a stock trading program, to creating a SQL query to model data, there are practically no limits to the applications of the AI language model assistant. At ManageEngine, we have been working on our own AI-assistant, Zia. Zia is a fully-trained analytics assistant that can perform a range of functions such as creating and adding reports to dashboards, providing conversational support to data analysis, insight discovery, bu
CoSell
DECEMBER 24, 2020
We dream of lots of clients…but what happens when you’ve got too many prospects? I just got off the phone with Ned*, a regional Sales V.P., who I’ve known for years. He was bemoaning the fact that he didn’t know exactly how to qualify the quantity of sales opportunities from his team. “Our team is seeing so many different B2B leads and we’re scrambling to figure out where to focus our time.
Be Partner Ready
DECEMBER 7, 2020
You’d be hard pressed to find a more passionate advocate for Corporate Social Responsibility (CSR) than Indeya Passfield, a savvy digital marketer. Working for Fourth Wave Wines - an innovative company which combines modern brands with high-quality contemporary winemaking – Passfield says it’s also a commitment to CSR which motivates her and her colleagues.
PartnerTap
DECEMBER 14, 2020
According to a study by Forbes , on average, sales reps only spend 35% of their time selling. The other 65% is spent on everything else. That is way too much time spent doing other activities! Automated account mapping allows reps to uncover opportunities and get in front of prospects and customers more frequently. Having your sales teams spend more time selling to qualified buyers will drive more revenue for the business.
INSEAD Knowledge
DECEMBER 15, 2020
A high sustainability rating does not necessarily equate to real sustainability impact (and profit).
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Stellar Partnerships
DECEMBER 7, 2020
2020 has been a year when nothing was in the right order. Carefully laid plans in January were out of date by March and ancient history by May. Being agile and adaptive were strengths this year. But in the rush to adapt and push normal processes aside, we’ve seen some less than effective prospecting for corporate partners. The “aim, fire, ready” approach has seen some non-profits put their need to fill urgent income gaps ahead of proper strategic thinking about the right corporate prospects.
Ground Floor Partners
DECEMBER 5, 2020
At some point, every business owner has to leave the business. While simply shutting down is always an option, it is almost never the best option. Also, what’s the point of simply shutting down when growing a nest egg or funding another opportunity is available? The most common exit option is a business sale. However, selling a business takes time, especially if the business isn’t structured with a sale in mind.
CoSell
DECEMBER 29, 2020
Today’s most precious business commodity is data. When we’re looking at partnerships, we all want to harness the power of the data. It’s common sense. We want to know what’s going on, what’s changing, what opportunities are evolving. To achieve this, we have to go into a partnership with a keen understanding of the power of data. It’s not an afterthought to be managed, searched, and suffered through in the dark hallways only inhabited by data specialists.
Partners Preceptors
DECEMBER 3, 2020
Danielle Jessup, CMP Many organizations around the world are changing due to COVID-19. Potentially the organization structure has changed but the workload has increased. Now is the time to enhance your organization’s volunteer program.
Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing
Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. That doesn’t mean, however, that you can transfer the old ways of doing business to the new blended selling environment. You need to implement essential virtual selling processes or you will get left behind.
Thinkers 50
DECEMBER 11, 2020
Changing How We Change. A practical guide to leading virtual transformation beyond the crisis. by Susie Kennedy. As the world moves beyond this phase of Covid-19 organisations are reimagining their futures, and virtual teams are leading transformation. So, we must adapt how we lead change. Here are some practical lessons to help leaders of change succeed in a virtual world.
INSEAD Knowledge
DECEMBER 7, 2020
When the personality you show the world doesn’t match your true self, it can sap the energy you would otherwise need to deal with technostress.
Planview Blog
DECEMBER 14, 2020
Kanban board swimlanes are horizontal lanes on your kanban board that help to separate and further define your workflow. These lanes allow teams to surface or highlight related work items or tasks that follow a similar process. Your team might utilize swimlanes to keep track of tasks for different products or cross-team dependencies, for example. It allows you to easily spot issues or bottlenecks and identify exactly where they’re coming from so that you can keep work flowing.
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