Sell Like A Leader – Episode 13

In this episode, we dive into:

– Ecosystem strategy: Three key pillars for entering new markets, the importance of technology partnerships in ecosystems, the role of resellers, using AI and technology to find industry-specific communities, and the power of networking and building contacts.

– Effective sales tactics for new markets: Structuring partnerships and consultant agreements, the role of BDRs in building networks and tapping into communities, leveraging internal and partner networks for warm introductions, and adding value and mutual benefit in sales outreach.

– Rapid Fire Q&A

About Craig Herman

David Kreiger chats with Craig Herman, CRO at Aware where he is responsible for all GTM functions – Sales, CS, Marketing & Partnerships. Craig has more than 20 years of success in driving revenue in several areas, including enterprise software, SaaS, and partner sales, to name a few.

Podcast Key Takeaways

  • Craig emphasized the significance of leveraging a sales ecosystem when entering new markets. This includes forming strategic partnerships with technology partners, resellers, and leveraging what he calls “Sherpas” – well-connected individuals or consultants in the new market.
  • Craig highlighted the use of both internal team networks and external partnerships to scale entry into new markets. For example, using platforms like Comso to share and map out relationships and contacts within the organization, enhancing the sales and partnership efforts.
  • Salespeople are seen as educators and thought leaders, especially in niche markets like biometrics. This involves staying curious, asking the right questions, and providing value in every interaction to build a sustainable network and trust with potential clients.

Connects

Connect with Craig Herman: https://www.linkedin.com/in/craig-herman-aab3/

Connect with David Kreiger:  https://www.linkedin.com/in/davidkreiger

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