Savages, help.
Let's say you work for a Big enterprise cloud company that fluid - changing GTM, changing product strategy - lots of sales churn. Lots of internal factions within sales - new guys, old guys, guys from acquired companies - you get the idea. Oh, you've been selling one type of solution years and now (like overnight) you're supposed to sell cloud consumption.
Company decides to partner with smaller service providers that are experts in their space but no one knows them. Company expects Sales to leverage these expert partners to help them close deals (no comish splits, partner makes $ of selling implementation services). Marketing is *trying* to help by providing content and tools.
If you could spell out exactly what types of sales tools you would need to help you make quota what would they be?
- 1 min video on how an AE won a deal using partner or series of 3 min podcasts
- 1 page battlecard (what to look for, what to listen for, what to talk about)
- 1 page solution brief on partner + services (prospect facing tool)
- Competition with leaderboard and cool prize on most deals with partner closed
- ??????
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