This article has a word count of 265 words, a 1 minute read.
by: Zach Wright
In the dynamic landscape of B2B partnerships, it's expected that partners come equipped with subject matter expertise. That's essential for successful implementation. However, with a sea of potential partners waving their credentials, how do sellers pinpoint their perfect match? Is it all about the skills they bring to the table?
Throughout my experiences as a seller and sales leader, I learned to steer clear of what I playfully term "ambulance chasers." These are partners who view our collaboration as purely transactional, fixated only on the deals we generate. Authentic partnerships, on the other hand, flourish on mutual respect and reciprocation.
A strategy that has served me well is the "3 strike rule" (a shoutout to Matt Benelli). Imagine starting with three fingers raised: for every deal we initiate with our partners, one finger goes down. But when they introduce a deal to us? A finger goes back up, aiming to never have a closed fist.
In today's competitive arena, just having the right implementation skills doesn't cut it anymore. It's exhilarating to see partners reignite their prospecting prowess, even if they typically can allocate only a few members to outbound prospecting. Their challenge? Pinpointing the right prospects with precision. Dive into a fresh approach on this with us at Syft AI, where we introduce “value matching” – your compass to value-centric selling.