Sell Like A Leader – Episode 6

In this episode, we dive into:

– Embracing co-selling: partner leveraging benefits, shifting away from the “Lone Ranger” mindset, the role of data and what types of data sales leaders should prioritize for successful co-selling, and how co-selling benefits not just lead generation but also strengthens existing client partnerships.

– Co-selling teams: the need for robust training and change management, how to foster a sales culture that thrives on collaboration and inclusivity, designing compensation structures to incentivize both sales professionals and partners, establishing the appropriate protocol for your co-sell program, pitfalls of not having a clear execution strategy, and measuring co-selling outcomes using KPIs.

– Rapid Fire Q&A

About Autum Grimm

In this episode, David Kreiger chats with Autum Grimm, the CRO and co-founder of PartnerTap, where she empowers channel and sales leaders to maximize revenue alongside their partners. Autum is an active member of the Latinx tech community, passionately supporting diverse founders and advocating for gender and racial equity at all levels. In her personal time, she extends her impact by championing organizations dedicated to serving youth in Clark County.

Podcast Key Takeaways

  • Moving from the “Lone Ranger” approach to a team-focused strategy not only increases revenue but also enhances the overall selling process.
  • Effective co-selling relies on leveraging data to identify and pursue shared opportunities, ensuring a data-driven, synergistic approach to partner relationships.
  • The days of long-term partnership maturation are behind us. Companies now demand expedient results, making it crucial to implement structured co-selling strategies with clear KPIs.

Connects

Connect with Autum Grimm: https://www.linkedin.com/in/autumgrimm/

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

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