Selling the Value of Partnerships

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Episode Summary

In this episode of “The Partnership Path,” the hosts, Toni Kent and John Rudow, discuss the role of partner account managers and how it relates to sales. They highlight the importance of viewing the job as a sales job, although different from traditional sales roles. The key points discussed include:

• Defining and quantifying the value of the partnership.
• Selling the value of the partnership to stakeholders.
• Leveraging the partner’s sales force as a revenue multiplier.
• Ensuring every interaction with partners focuses on selling the partnership value or building capacity and capability within their sales organization.

The hosts emphasize the need for partner managers to demonstrate their strategic value to partners and avoid being seen as transactional. They also encourage the audience to share their best practices for selling value and leveraging time with partners in the comments section.