June, 2021

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Make Sure the Objectives for Partnering Are Aligned

Peter Simoons

Tip 12: Make Sure the Objectives for Partnering Are Aligned. While answering the question “What’s in it for me?” and while developing your contributions matrix, it should be clear to you that both you and your partner have your own reasons for wanting this alliance you are building. When teaming up with your partner, you will both have your objectives for entering this partnership.

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Scaling Your Business the Right Way

Powerlinx

At Powerlinx, we know better than anyone, how every industry is a world of its own, let alone every business is unique and has its own ways of doing things. With that said, we did spot some common denominators which can help businesses all over the spectrum.

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Partnerships 101: Account Mapping. How to (Finally) Do It Without Giant, Cumbersome Spreadsheets

Crossbeam Blog

Note: this is the latest in our Partnerships 101 series.

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My framework for starting a new business

Jake Jorgovan

After building up Lead Cookie & Content Allies to a decent state, I am beginning to look at building up a third company with a business partner this time. As I am doing this, I realized I needed to look back on what worked with my two successful companies, and what failed in the many attempts I made on other ventures. I’ve tried a lot of things before Lead Cookie, while running these companies, and I even made a lot of mistakes in the first couple of years of Content Allies.

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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.

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How to Partner With Other Companies to Grow Your Business

B Plans

When you want to scale your business , you have a few choices. You could toss more money into marketing. Possibly bump up your product or service lineup. You could even encourage your current customer base to give you more of their discretionary dollars. . And you know what? Any of those tactics could work to expand your brand’s reach. Nevertheless, you should consider another proven amplification approach for your brand: forming strategic partnerships.

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Communication in the New Normal

Peter Simoons

The usual sunny spring weather has returned, at least it looks like it from where I am at the moment, while writing this column – but what is normal weather? The water authority tweeted last week that for the first time in 3 years we had a “normal” amount of spring rain. On the other hand, all sorts of statistics show that we are experiencing the coldest spring since 2013!

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M&A: The Sales Enablement Revenue Opportunity [Part 2]

PartnerTap

Whether your company has acquired three companies, or 300 companies, you know how hard it is to get sales teams working and selling together. Many acquisitions fail to generate the expected revenue growth because they can’t operationalize a joint sales motion. But if you can get this right – then you can identify net new accounts to sell to, accelerate cross-sell revenue growth, shorten your sales cycle, and increase consumption of your services.

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NETWORKING. The Challenge and Its Comeback

Partners Preceptors

By Christina Neuhauser, SHRM-SCP Networking was challenging enough before the pandemic, and now networking in the traditional sense is almost non-existent. We as business professionals have become more flexible and creative when it comes to sales, networking and just interacting with colleagues and people in general. With more people becoming more comfortable, but yet still … Continue reading NETWORKING.

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Executive Growth Alliance Delivers on ROI

EGA

Investment in future-ready leadership is essential to a company’s successful growth. Back in 2019, companies allocated $3.5 billion for leadership training, but often employees were not able to apply the concepts taught during the training in their actual workplace. This resulted in wasted investments. How can companies ensure that they receive real returns on leadership investments –– including increased productivity and revenue?

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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.

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A Blue Ocean Compass for Your Post-Covid Strategy

INSEAD Knowledge

Four questions to help you rethink industry logic and existing practices to prepare for a powerful comeback.

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8 Kanban Board Templates for Agile Marketing

Planview Blog

Editor’s Note: For this post on Kanban board templates for Agile marketing, we’re excited to welcome Jim Ewel to the Planview blog. As one of the leading voices on Agile marketing, Jim co-organized the first meeting of Agile marketers and co-authored the Agile Marketing Manifesto. Since 2010, he has helped over 70 organizations adopt Agile to their marketing practice using the approach in his best-selling book, The Six Disciplines of Agile Marketing.

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Build and Maintain Your Alliance Business Plan From Early Stages Onward

Peter Simoons

Tip 11: Build and Maintain Your Alliance Business Plan from Early Stages Onward. So you and your prospective partner have agreed to enter into an alliance and do business together. Now what? What are you going to do together, and how are you going to do it? These questions will be answered effectively with a business plan.

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What Does Digital Transformation REALLY Mean for the Channel?

PartnerTap

“ Digital transformation is not a product or a solution. It’s a continuous process involving new technologies and ways of working to compete successfully through continued innovation.” -Red Hat. Digital transformation is really about fostering a culture within your company that adapts to the changing digitized landscape. We are in a crucial moment for enterprise business leaders.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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21 Partnerships People You Should Follow on LinkedIn

Crossbeam Blog

Beauty brands have influencers, travel destinations have influencers, and, yes, even B2B SaaS partnerships have influencers. ??.

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How Can You Get The Most Out of Your CoSelling Partnerships?

CoSell

We’re all looking to get the most out of our co-selling partnerships. To give you a head start, we interviewed 6 top sales leaders. Here, we’re sharing their insights and offering answers to frequently asked questions about how to super-charge your co-selling partnerships. These insights will give you a competitive edge about being human-centered. They shine light on the vital importance of being authentic, genuine, and focused on adding value.

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Rethinking Capitalism: The Power of Creative Destruction

INSEAD Knowledge

With the proper safeguards, creative destruction – the process by which the new replaces the old – remains the way to greater economic growth and prosperity.

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Best Podcast Recording Software & Tools in 2021 (For Every Budget)

Jake Jorgovan

Recording great audio can involve a steep learning curve, but it´s possible to skip a lot of the trial-and-error by finding the right podcast recording software. We’ve analyzed the best that are available in 2021, to bring you a list of 19 tools for every budget, whether you’re a pro podcaster or just getting started as a broadcaster. Factors to consider when choosing podcast software Before making a choice around which is the best podcast recording software for your needs, there are four key co

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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

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Trust or Control? “My CEO Wants a Joint Venture”

Peter Simoons

“ My CEO wants a Joint Venture ” is one of many quotes (or similar) that I often hear when in conversations with potential clients. The desire for this form of partnership is mostly driven by the desire to maintain control in a collaboration. In a joint venture, the CEO wants the majority stake and thus tries to minimise risk by keeping control over the partnership.

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M&A: The Sales Enablement Revenue Opportunity [Part 3]

PartnerTap

The Answer: An Account Mapping Sales Enablement Platform. So, now you know what Sales Enablement Teams and Sales Reps need to succeed after a merger, but you don’t know how to get them across the finish line… We have the solution for you. To drive revenue immediately after an acquisition you need to empower sales teams with the information they need where they already work.

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Rejection or opportunity? What to do with a ‘no’.

Stellar Partnerships

Outside my local shopping centre there was a young man begging. I’d always stop to chat to him and pat his little dog. Benjamin had a tough story of homelessness, poor mental health and abuse that’s led him to living on the street. He’d been looking for enough money to get him a bed for the night and I met him when he asked me for some spare change.

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How Keyboard Shortcuts for Cut, Copy, and Paste Became Standards

ISTO / IEEE

Contributed by Bill Narin, Global Business Development, IEEE-ISTO. Hundreds of millions—perhaps billions—of users around the world have the keystrokes command/control x, c, and v encoded in their muscle memories to perform cut, copy and paste operations. How did this happen? The near universal adoption of today’s cut, copy and paste keyboard shortcuts is the result of a combination of breakthrough innovations and pragmatic computer design.

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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.

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The New Normal for Innovation

INSEAD Knowledge

We’re entering a deglobalised world where firms must ceaselessly innovate in order to survive.

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APIC Episode 13 – Sponsorships That Work!

Partners Preceptors

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Agree on an Exit Plan During the Negotiation Phase

Peter Simoons

Tip 13: Agree on an Exit Plan during the Negotiation Phase. Many couples opt to draft a pre-nuptial agreement before they get married. While some people believe that signing a pre-nuptial agreement puts the couple on a mindset that their marriage will not last and eventually fail, the fact is that pre-nups do make sense. Pre-nups are exit plans.

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M&A: The Sales Enablement Revenue Opportunity [Part 1]

PartnerTap

This article series explains the challenges and then lays out a clear framework to accelerate cross-selling and revenue growth immediately after a merger or acquisition. Getting two distinct enterprise sales teams to work together is difficult for three reasons: 1. Sales teams work in different CRM systems. 2. Sales teams have different regions. 3. Sales reps don’t yet trust each other.

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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.

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Getting the Fit Right

Stellar Partnerships

I have three sections in my wardrobe. The first is full of the things that fit me well, make me feel comfortable and work in my favourite colours. I wear them all the time and they deliver for me, every time. The second is the aspirational section, which has things that worked a while ago, but I’ll need to drop 5 kilos to fit into again.

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Powerlinx: The 21st Century Rolodex

Powerlinx

The classic yet beautifully designed Rolodex was good enough for as long as it worked. But once the world became one big opportunity hub, the big black knobs used in the rotary file simply would not have been able to hold the number of cards needed to flip through, without the owner not being negatively impacted by missed business contacts. And even then, as Google became the go-to place to look for virtually everything, searches continued to be burdensome and time-consuming.

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Without Psychological Safety, Hybrid Work Won’t Work

INSEAD Knowledge

People managers have their work cut out for them.

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