Account mapping is a powerful way to identify key decision-makers, discover how organizations function and understand the “best path of sale.” By using this process of visual depiction, you can multiply the force of your sales organization. You’ll have a clear picture of relationship dynamics and informal hierarchies that can…

As a Partner Manager, you’ve got a long list of salary/equity terms that deserve top consideration. What can you do to negotiate your salary and/or equity to have an offer that gives you peace of mind? While every negotiation has unique variances, there are 4 issues that compensation negotiations have…

CoSelling is not a new concept. CoSelling is when two or more sales teams at different companies sell together to drive more business. It’s when two companies identify prospect and customer overlap, to drive warm introductions. The old way of CoSelling was risky and time-consuming. Introductions and data were managed…

As a Partner Manager, you’ve got a long list of salary/equity terms that deserve top consideration. What can you do to negotiate your salary and/or equity to have an offer that gives you peace of mind? While every negotiation has unique variances, there are 4 issues that compensation negotiations have…

The news is starting to be filled with ‘return to work’ messages. Consulting firms and academic institutions are sending out advice. Many of the reports give high-level ideas about recovering and thriving in business. But let’s face it. They are saying what you already know in your gut. The sales…

As we enter into what McKinsey is calling The Next Normal, it’s clear that COVID-19 has dramatically shifted priorities for sales teams. The same-old methods will not work as we navigate rapid fluctuations in the economy.

CoSelling can be a highly beneficial strategy to unlock revenue. CoSelling is a strategy that software providers have traditionally used and is becoming increasingly popular between non-competing software providers. CoSelling is a way to map your path to your target customer. The process of warm introductions helps two sales reps…

co·selling verb: co-selling or co-sell When two or more sales teams at different companies, sell together to drive more business. In the B2B software world, CoSelling is a strategy that software providers (SP’s) have traditionally relied on when working with Value-Added Re-sellers (VAR’s), Systems Integrators (SI’s), and Managed Service Providers (MSP’s)…

The B2B SaaS landscape has massively changed over the last 20 years. (2000) SaaS Suites In 1998 NetSuite, the first-ever cloud ERP application was founded. NetSuite brought upon the era of SaaS Application Suites. (2005) Horizontal SaaS Ecosystems Then came along Salesforce, which was the first cloud CRM provider to hit the market. Salesforce created a horizontal…