Co-selling is an art and a science. Let’s explore what you can do to develop the right set of skills and pave the way for a successful career.
6 Cosell Tips For Being A Great Partner Manager
Let’s explore the 6 must-have tips for partner manager success to stay in touch, in contact and keep the conversation going with your target audience.
When it comes to partner manager success, you’re looking for strategic actions to keep your finger on the pulse. You know it is critical to stay in close touch with exactly what your partners, prospects, and clients are seeking. That’s why it is so helpful to have a full treasure chest of co-sell tips to stay in touch, in contact, and conversation with your target audience.
As a partner manager, you’re specifically skilled in listening to your partners…but in our new normal, it’s time to level up.
As we navigate our new normal and expand our skills in reading the needs of customers and partners, we’re all looking for ways to be ahead of the curve. Whether it’s finding new sources for understanding challenges and problems, or fresh ways to boost our conversation skills, we are looking for answers.
While co-selling remotely, maintaining social distancing, and putting in long hours with less staff — it’s vital to channel your creativity to take things up a notch.
In talking with successful partner managers, I’ve been gathering ways to grow insight, increase transparent dialogue, and promote understanding of our customer’s challenges.
While many of these ideas will familiar to you, something has changed. We’re all working together to adapt and adjust to our new normal in business. Applying these tips consistently and repeatedly is the key to ongoing success.
Let’s look at two big categories for keeping communication knowledgeable, timely, and strategic. The first is discovering the trends. The second is designing a communication calendar. Within these 2 categories, let’s explore the 6 must-have tips for success.
Discover The Trends
Being an effective partner manager often requires good detective work. This is why you’ll spend time on social media, in forums, and scouring the industry news for trends.
1. Exploring Social Media
We often think of social media for our personal lives, encourage your sales force to explore social media. Listen to what customers are asking about. By understanding their questions, you’ll quickly get insights about what is missing, what they want, and what they are looking to purchase.
2. Investigating Forums
Check out different forums, such as private forums for customer communities. Join forums that are hosted by your partners, distributors, or manufacturers. By spending time in these community forums, you’ll gain valuable insights.
Very quickly, you can expect certain patterns to emerge. If you see them, take time to document the common threads, trends, and selling opportunities.
3. Tracking Industry Trends
What are the biggest trends affecting your partners? Depending on your industry, you know where you need to look. Follow influencers. Track industry and association developments. Stay up to date on legislation. Keep tuned for financial and environmental changes that could impact your partners’ business.
As you dive into this research, keep your partners, prospects, and clients top of mind. You may just discover a key piece of evidence to help you advocate when issues arise. You can help predict and anticipate changes that help you develop a stronger sense of community.
Design A Conversation Calendar
As a great partner manager, you’re thinking on your partner’s behalf. But you can’t be a strategic resource if you’re stuck in a silo or not checking in regularly.
What’s the best way to do this? From regular forums, virtual events, to an old-fashioned phone call of zoom meeting—keep the conversation flowing.
1. Host Regular Forums
I bet you’re familiar with the down-to-earth wisdom in sales:
“Money follows the conversation.”
There’s nothing like transparent conversations in regular forums to help you be responsive. This is where you’ll learn directly what your partners are experiencing. You’ll discover their challenges, problems, hopes, dreams, and successes. This can help you develop tools, pieces of training, and materials to help them succeed.
Regular forums range from a weekly check-in to a monthly meet-up. How much is enough? Only you and your partners can answer this accurately.
In talking with partner managers, I’ve heard a wide range of ideal scenarios.
The most successful schedule is the one that strikes the balance between not-to-often to be boring and not-to-infrequent to be forgotten. Rather than looking for a pre-made formula for hosting events, focus on what works best for keeping open and regular contact with your partners. With an eye on the process, you’ll be able to determine the right schedule for your forums.
2. Hold Virtual Events
While past years were filled with conferences, conventions, and live events—obviously we’re in a new environment. That’s caused a rapid escalation of online events.
The best ones seem to address core needs for training, re-tooling, and mastering real-time issues related to our new work environments. But that’s not all. The virtual events that hold the most promise also inspire people to look to a positive future. We’re not going to be in the shadow of this global health crisis forever. To keep our spirits up, let’s look for ways to focus our attention on the future we want to build.
If you and your organization are hosting virtual events, explore ways to create time for informal one-on-one conversations. While large group events are invigorating, many people open up in private settings where you can discover their core concerns and goals.
3. Connect Personally
In our co-sell environment, staying in close contact with partners is how we can truly collaborate. While talking directly, you’ll discover precise challenges and get fresh ideas for collaborative projects.
You can also explore through active questioning to refine your understanding of their ideal target customer. As you do this, the wheels will keep turning for ways to support their business goals—and make valuable warm introductions.
Phone calls are ideal for check-ins with customers and partners. As many people are experiencing Zoom fatigue, use your intuition and skill as a partner manager to select the best medium for each contact. Is it likely your partner has been on back-to-back Zoom meetings? If so, a phone call could be a welcome relief.
If you have a close connection, text, instant chat, or email are worth considering. The key thing to remember is: variety is the spice of life. Keep looking for ways to keep the content and method of connecting fresh.
Partner managers are looking for a variety of content, methods of contact, all the while focusing on what works best for your partners.
Exploring ways to stay in contact is key to co-selling. It’s how you will fine-tune your skills and be successful as a partner manager. By encouraging frequency, transparency, and personalization, you’ll strengthen open communication with your partners.
By optimizing your virtual sales performance, you can join successful businesses that are shaping the market and realizing significant revenue potential. Partnership Co-Selling is how you can virtually qualify B2B sales opportunity. You can use this to boost sales, expand your network, and grow profitability.
Using a platform like Cosell is the simplest way to get your sales team on board. Cosell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams.
If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.