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Welcome to The Sell[ing] Together podcast with Jessie Shipman. If you’re frustrated with the roadblocks you’re hitting as a sales person today, don’t worry, you’re not alone. Cold calling is harder than ever, cold emails have more restrictions, and buyers are informed. We will embark on a journey to discover a new approach to sales that works with buyers to build trust and solve problems efficiently. This is an opportunity for sales playbooks to evolve. Each episode will feature an expert guest who shares their insights on topics such as co-selling, lead gen, sales strategy, sales training, and more. Learn how to gain trust, create value for customers, and have faster sales cycles.Join us as we explore a new era of selling. Don't miss an episode by following the Sell[ing] Together podcast and subscribe to the weekly newsletter to get bite-sized takeaways from each episode. The Sell[ing] Together podcast is a part of the PartnerHacker network.
20 Episodes
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Ashley Coghill, AE at Seismic, discusses her career journey and how she’s been able to boost her pipeline in the recent economic climate using partners. Jessie and Ashley discuss overlap and intent data. They talk about how to get access to it and what to do with it once you’ve got it. Ashley shares strategies that have been working for her, such as utilizing information about a prospects tech stack in initial outreach and nurturing. Ashley discusses her podcast, Ashley and Katrine’s Infinite Revenue Playlist, and her goals surrounding women’s empowerment.
Ed Porter is a fractional CRO. He discusses experimenting with GTM strategies, onboarding partners, and partner incentivization structures. Ed emphasizes the value of being where your customers are and investing time and money into partners.
Rachel Schaeffer, Managing Director Global Partnerships, joins the show to discuss the AWS ecosystem, building trust with AWS reps, and understanding the nuances at play in transactions taking place through a large ecosystem. She shares how she’s honed her ability to build trust and rapport with customers and partners and reminds the audience how powerful asking for what you want can be.
Sean Adams, Head of Sales and Partnerships at iorad, talks customer insights. iorad was bootstrapped, which has allowed it to aim for reasonable growth while keeping customers front and center. Sean reveals the incentivization structure he uses for his sales team as well as his perspective being a smaller company partnering with larger ones.
Rob Rebholz, co-founder and CEO of Superglue, joins the show to discuss fostering trust through automation. Superglue blurbRob and Jessie discuss gamification of incentives, touch-points throughout the customer life cycle, gaining trust with AE’s, and other key topics.
Leslie Venetz, founder of Sales Team Builder, joins the show to talk about personalization. During our conversation, Leslie explores the significance of personalization in outreach and how it plays a crucial role in capturing prospects' attention. Discover actionable strategies and proven techniques that will help you stand out in today's competitive sales landscape. By implementing the 'Earn the Right' Methodology, you'll learn how to bring immediate value to your prospects, establishing trust and credibility from the very beginning.If you're looking to enhance your outreach efforts and achieve better results, this episode is a must-listen. Leslie's expertise and practical advice will equip you with the tools you need to navigate potential pitfalls and create impactful connections with your target audience.Join us in this episode as we delve into the world of sales outreach, exploring the power of the 'Earn the Right' Methodology and uncovering strategies to avoid common pitfalls. Get ready to take your outreach game to the next level and achieve greater success in your sales endeavors.
Mike Head, CRO at impact.com, joins the show today to discuss impact.com’s long-running partnerships strategy. 13 years in, partnerships account for more than half of impact.com’s revenue. As Mike says, “Don’t try to boil the ocean with metrics.” He shares a handful of key metrics he would aim toward. Mike shares his perspective on the evolution of partnerships and how partner led growth has always been at the center of impact.com’s GTM.
Aaron Howerton, Senior Channel Business Operations Architect at Atlassian, joins the show to discuss how partner operations can support partner enablement. If enablement is the environment through which people change their behavior, getting the right processes in place is vital to helping people succeed when selling together. We outline how you can leverage specific tools as a BDR or AE if your company doesn’t have proper partner operations yet. We emphasize the importance of finding ways to gather metrics when proving out a partner program, even if you have to create systems around gathering metrics that won’t scale.
With more than seven years of experience in partner programs, today’s guest has seen it all. From working in the Shopify ecosystem to consultative selling, Marco De Paulis has honed his curiosity when it comes to partner ventures. After working in a few agencies (who’d utilize partners through their tech stack in their service offerings), Marco switched to SaaS and is now the Director of Ecommerce Partnerships at Ryder System.How do you know what’s helpful to your partners? How do you know when a partner is taking more than they’re giving? How can you start making 40% of your sales through co-selling? Marco shares tactical strategies to build an understanding of the curiosity it takes to win through partner.Thank you to RevGenius for helping to amplify this podcast and continue the conversations. If you haven’t joined yet, join the free community.
Today we’re joined by co-founder and CEO of RevGenius Jared Robin. During COVID, Jared was ready for his next adventure. He had worked in the tech and start-up spaces for years and felt a lack of a truly useful and helpful neutral meeting ground for passionate professionals in those arenas. He had also run a fashion magazine for years that curated a ‘point of view’ based on he and his team's tastes. When Jared brought that experience of building a ‘vibe’ for the voice of the magazine to the tech world and focused on curating a tribe of homies, RevGenius was born.Describing other tech communities he was a part of before starting RevGenius, Jared says, “They just weren’t helping me.” Jared focused on building a community that, uniquely, wasn’t tied to a product or larger company. He built fast, making a quick LinkedIn group at the start and asking people to add their friends before they moved to Slack. Two years later, they’re at 35,000 members!Check out the Expandi.io blog here: https://expandi.io/blog/use-chat-gpt-for-lead-generation/
On today's episode, Keith Rabkin, CRO of PandaDoc, dives into how he's applying the principles outlined in Geoffrey A. Moore's book Zone To Win to ensure the long-term success of partnerships.He explains the four key roles needed for a successful partnership program and how ignoring partnership opportunities can cause businesses to miss out. He shares the importance of the Zone to Win framework and how it has helped Panda Doc incubate its program. Thank you to RevGenius for helping to amplify this podcast and continue the conversations. If you haven’t joined yet, join the free community.
After working in sales and sales leadership for more than thirty years, John Jankowski took the leap to start his own practice. Via Sales Xceleration, he is able to be a fractional VP of Sales for various organizations. His deep experience in corporate sales as well as his current vantage point getting to see into multiple organizations puts him in a great position to unpack what he’s seen work in the intersection between sales and partnerships. On today’s episode, we discuss sales infrastructure, the scaling potential of partnerships for small businesses, and the importance of expectation setting and communication. John details how to spot a mis-aligned partnership early, as well as how customers can actually get better prices from partners than from the original seller if the partnership and co-sell motion is well-structured. Though we may analogize business partnerships to romantic marriages, understanding the technical differences can allow us to set good expectations from the beginning internally and externally.
Today we’re joined by Alex Buckles. Alex is the CEO of Forecastable, a revenue-team collaboration platform that empowers partnerships. As Alex says, “Co-selling isn't hard. Scaling a co-sell operation is.” We discuss how to ensure a multi-threaded approach, the importance of visualizing your buyer org, how to leverage being able to cite an outside resource hosted by a partner, and how to reach a minimum viable product for starting a co-sell motion in your organization (hint: ingredient one is just a simple spreadsheet.)As more and more people become “partner pilled” and start working across companies with partners, you may want to start understanding how your partner plays can scale. When everyone has the playbook, the rules will shift.
Lori Richardson has decades of experience in channel sales and has gone on to be a sales trainer and coach. Her recent book, She Sells, provides a framework for leadership teams to tap in to the potential of diversity. More diverse teams are better problem solvers, bringing many different past experiences and viewpoints to the table. She Sells addresses the tactical side about how to make your team more inclusive and how to have difficult conversations without fear or guilt. If your company buys 30 or more copies of She Sells, Lori will provide a complimentary implementation support meeting. If you’re interested in a meeting like that, you can reach out to Lori on LinkedIn: https://www.linkedin.com/in/scoremoresales/Learn more about She Sells here: https://www.amazon.com/SHE-SELLS-Attract-Promote-Retain/dp/0983699321/ref=sr_1_1?crid=243MJLI3P2ILI&keywords=she+sells&qid=1678123452&sprefix=she+sells%2Caps%2C134&sr=8-1
Seller and influencer Nick Reed Smith talks about how his give first mentality as a seller has led to many wins with partners. He unpacks his first experience securing a consulting agency partner that ended up almost doubling revenue over the following year for the company he was working for at the time. He dives into coming out of his shell, his first experiences networking, and formative moments he's had along the way. We dive into the phrase "trust can be built, or it can be borrowed," as we talk about how to successfully leverage your network. We explore the idea of gaining momentum in the flywheel, and how to balance beginning to build a flywheel with needing to meet this month's quota. At the root of all of this is putting customers first. As Nick puts it: "If you need a purpose, go help other people."
On today's episode Sales Leader, Entrepreneur, Community Leader, and Author Amy Volas joins discusses the attributes of great sellers. Turns out they're also the attributes of successful partner sellers. We also dig into some past hurts about Channel and how we can move forward with ecosystems.
On today's episode VP of Revenue at Reveal, Jo Wright talks with me about the gap between partnerships and the other GTM departments, and how the only thing that will cross the chasm is better partner technology.
On today's episode, CEO and Co-Founder of PartnerTap Cassandra Gholston schools us on the right incentives for sales teams to participate in partnerships willingly.
You might say Co-Sell, but do you know what it is really? On today's episode CEO and Founder of recently acquired CORE Consulting helps us understand what Co-Sell really is, and the difference it makes to prudent ISVs as well as HyperScaler sellers.
Welcome to the Sell[ing] Together podcast.If you're frustrated with the roadblocks you're hitting as a salesperson today, don't worry, you're not alone. All across the world sellers are missing quota struggling to get a hold of decision-makers and failing to move the needle for their companies. But that's not how it has to be.
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