January, 2021

article thumbnail

How to Securely Share Your Customer Account Data and Close More Deals [Guide]

PartnerTap

Up until recently, account mapping was a necessary risk, but now you securely share your customer account data with a Partner Ecosystem Platform. Partners will never give each other direct access to their CRM accounts. Your customer lists and open opportunities are the lifeblood of your company and must be appropriately secured. Enterprises can never actually drive revenue with partners without some level of joint-account mapping.

article thumbnail

How To Improve Strategic Planning

Aepiphanni

2020 has ended and more people are glad it’s finally over. We all know that the flip of the calendar page from December to January is not going to change anything immediately. For most people, it is a psychological release of whatever challenges happened the previous year and an opportunity to step into the chance of a much better year. In the business world, January either triggers the start of a.

96
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

In Bad Times, Decentralised Firms Outperform Their Rivals

INSEAD Knowledge

When there’s increased turbulence, delegating power improves sales and productivity, boosting a firm’s chance of survival.

145
145
article thumbnail

How to Resolve the Roots of Disagreement

Jesse Lyn Stoner

Most disagreements are due to differing interpretations of the facts. For example, John’s glass vase was broken when Carlos dropped it. This is an objective fact – an event that occurred. John is angry because he believes Carlos did it on purpose. John’s interpretation of the event is what creates meaning and emotion. If Carlos […]. The post How to Resolve the Roots of Disagreement appeared first on Seapoint Center for Collaborative Leadership.

article thumbnail

5 Ways You Can Win Faster with Gen AI in Sales

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.

article thumbnail

What is Account Mapping and How Does it Work?

CoSell

It’s a brand new year and it’s time to take a close look for ways to do account mapping. Oh, you’re not so sure what that is…no worries, mate. In this short post, we’ll pull back the veil and explore account mapping. The old way. The new way. You’re about to get a crash course in account mapping. Strap in your seatbelt and let’s get going. What Is Account Mapping?

More Trending

article thumbnail

Design Your Alliance for an Exit

Peter Simoons

During the past few years, we’ve all somehow witnessed the Brexit process, whereby the United Kingdom began their long removal from the European Union. No alliance lasts forever and in the case of the EU, one of the alliance members wanted to leave. The scale on which this took place and the impact it potentially has for the world, brought Brexit to the forefront of world news.

238
238
article thumbnail

Our solutions to the Two Universal Challenges to Scaling Revenue – Generating Partnerships (Part 3 of 3)

PartnerTap

It’s finally here the solution to the challenges that all enterprises face when scaling their ecosystems. This is the third, and final, installment to our three-part series on how to scale revenue-generating partnerships. You can find the first article, and the first challenge, in the series here. Find the second article here. Our Partner Revenue – Generating Expertise.

article thumbnail

Why Universal Basic Income Should Be President Biden’s Top Priority

INSEAD Knowledge

An updated system of income and taxes would alleviate the worst crises the United States faces, including climate change. What’s more, we’ve got the numbers to prove it can work.

145
145
article thumbnail

Greatness Is Not For You

Jesse Lyn Stoner

What do you believe about greatness? Do you hear the call to greatness or is it reserved for a select special few? Great Quotes on Greatness “Everyone has the power for greatness — not for fame, but greatness, because greatness is determined by service.” ~ Martin Luther King Jr. “Never underestimate the power of dreams […]. The post Greatness Is Not For You appeared first on Seapoint Center for Collaborative Leadership.

article thumbnail

AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

article thumbnail

Surfing The Video Wave of the Future

CoSell

Even the most successful sales professionals face a huge challenge in today’s environment. How to keep things personal when connecting virtually with prospects and clients? In a recent McKinsey study, we’re seeing what many of us are also finding to be true: the majority of B2B companies have shifted their go-to-market sales model. Traditional in-person selling is down 52%.

Insurance 246
article thumbnail

Body Language Mistakes Business Leaders Make

COO Alliance

Body language, both good and bad, is very important for all business leaders to understand and utilize. When you cultivate good body language you create a more welcoming work environment with happier employees. It doesn’t matter if you’re a COO, a CEO, or even just the guy who is in charge of delivering mail to the office. No matter who you are, your body language matters.

Utilities 139
article thumbnail

Are You Ready For It?

Peter Simoons

Happy New Year! 2020 is officially over. Whether it was a positive year for you or not, we’ll all remember it as a year that made history. For the first time in many years something from the “outside” affected us all, no matter where we live – it touched all of our lives. Many people will feel relief that this remarkable year is over. Somehow, with the start of a new year we subconsciously believe that we can start all over again, with a clean slate.

article thumbnail

The Conscious Consumer Era has arrived. ARE YOU READY?

Be Partner Ready

Late last year we released new research with Di Marzio Research that reveals - despite the turmoil in the economy created by COVID, rising unemployment and lockdowns - consumers are insisting that companies and brands do more to support causes. The research report entitled ‘The Conscious Consumer era arrives. Finally’ shows that almost half of Australians feel let down by corporates who are failing to meet their societal obligations, and 2 in 3 Australians believe that corporates sho

article thumbnail

How to Build Competitive Channel Programs: Advice from 7 Channel Experts

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.

article thumbnail

What Servant Leadership Is Not

INSEAD Knowledge

There’s no magic formula for servant leadership, but there are a few common misconceptions about what it means to put your team’s needs first.

145
145
article thumbnail

7 things keeping business CEOs awake at night

Stellar Partnerships

Last year I had nights when I struggled to sleep. My head touching the pillow was the starting gun for my entire To Do List leaping into action. Urgent things poked and prodded my brain. It was like being in goal with 200 Ronaldos lined up for a penalty shot. In the comparative calm after 2020, the impact of that extraordinary year hasn’t ceased. Its legacy is a list of new urgent priorities that are keeping the CEOs of businesses awake at night.

article thumbnail

Forming Valuable Partnerships with Startups and Enterprises

CoSell

Partnerships can come in all different forms and sizes, and alliances between different sized companies can have many positive benefits. Of course, it gets you thinking. Why would a start-up appeal to a larger enterprise? And, why would a larger enterprise appeal to a start-up? Let’s take a closer look at the dynamics. Once you’ve got these in mind, it’s a lot easier to spot truly collaborative opportunities.

article thumbnail

Tips for Virtual Partner Events - Conference & Council

Partner Path

Lessons from a virtual road warrior. I attend a lot of events. I’m usually crisscrossing the globe between partner summits, partner advisory boards, sales kick-off meetings and industry conferences. I’m one of the weirdos that actually misses large gatherings. No, I don’t miss the conference chicken or sitting in a freezing cold dark hall. I miss the energy of a packed room, the chitchat with people sitting around you before and after the sessions and catching up with friends and colleagues.

Energy 130
article thumbnail

Maximize Productivity and Simplify IT Management with Conversational AI

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

article thumbnail

Be Clear on Your Reason for Partnering

Peter Simoons

Tip 2: Be Clear on Your Reason for Partnering. It can’t be emphasized enough how important it is to find your reason for partnering before you actually enter into the partnership. Without a clear and fully defined reason for partnering, you won’t really know if the alliance you are forming will be beneficial for your business in the long run.

article thumbnail

Your Association—Better: Client Testimonials

AM Consulting

Alliances Management has recently produced several videos that highlight different parts of the company. Our latest video showcases snippets of interviews with three clients from some of the world’s leading technology associations. The video begins with Philippe Martineau, Chairman of the Board of the OSPT Alliance, who describes how Alliances Management helped them identify additional […].

article thumbnail

How the SDGs Can Change Your Organisation, From the Inside Out

INSEAD Knowledge

Put the framework at the heart of your sustainability strategy. Start by using it to audit your internal resources.

144
144
article thumbnail

New Beginnings

Stellar Partnerships

The start of a new year is filled with hope and the promise of new beginnings. After a stressful 2020 we’re all ready for a fresh start. When I was a child, we had a ritual for the new school year. We cleaned out all the pencils that had been worn down, broken or chewed at the ends and started with a fresh set of sharpened, pristine, multi-coloured beauties.

article thumbnail

How to Leverage Intent Data for Better Outcomes

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.

article thumbnail

6 Keys to Optimize Your Virtual Sales Performance

CoSell

How can you optimize your virtual sales performance in the face of ongoing surges and restrictions with COVID-19? This question is on everyone’s mind. How can you focus your efforts of this time period to boost sales — during the pandemic and beyond? In many ways, selling is always about managing change. If you’ve been in sales over the last years, you know this to be true.

article thumbnail

5 Predictions for 2021

Partner Path

Welcome to 2021! Boy am I excited to see the calendar turn over. There’s been so much up and down in the news for the last nine months I can barely keep track.

130
130
article thumbnail

How Has the Pandemic Affected Your Alliances?

Peter Simoons

The Pandemic Affects Alliances: Over the past year, we all have somehow experienced the restrictions that the pandemic brought to the world. Alliance Management is a relationship business and relationships are personal. We all used to conduct our work in our own personal manner and meetings were an essential part of that. Last year that all changed.

article thumbnail

Navigating the Broader Impacts of AI Research: Workshop at NeurIPS 2020

Partnership on AI

As part of NeurIPS 2020, PAI co-hosted a full day workshop on ‘ Navigating the Broader Impacts of AI Research ‘ The goal of the event was to encourage the research community to think critically about our roles and responsibilities in anticipating and mitigating potential negative consequences of AI research. It included panel discussions on impact statements, publication norms, harms of AI, and more.

article thumbnail

5 Essential Virtual Selling Practices Every Company Must Have by 2023

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.

article thumbnail

The Three Dimensions of Social Impact

INSEAD Knowledge

When it comes to making a difference, thinking “bigger is always better” leads to tunnel vision – especially for social enterprises.

144
144
article thumbnail

Mitch Joel

Thinkers 50

THINKERS50 RADAR CLASS OF 2021. Mitch Joel. Ideas. Innovative insights into the world of innovation, digitization, and progressive business models. Ideas focus on the intersection of brands, consumer behavior, technology, and disrupting disruption. BIO. Founder of Six Pixels Group, an advisory, investing and content producing company focused on commerce and innovation.

119
119
article thumbnail

Revolutionize the Selling Process with Partnership Technology

CoSell

Selling is a constantly evolving field. Partnership technology gives you a clear competitive advantage to know more about your customers and prospects. With all the new advances in technology and software, we can work more efficiently than ever before. We can streamline sales techniques, and transform the selling process in ways our predecessors never could have envisioned.

Finance 242