Article
|
4
 minutes
Your GTM motion isn’t dead — it’s just not partner-led
Article
|
6
 minutes
How Document Crunch used ELG and Crossbeam to achieve 85% of their pipeline goal — and stay on track for 100%
Video
|
28
 minutes
Maximizing Crossbeam: Master Salesforce Reports & Dashboards
Article
|
5
 minutes
How BEMO boosted meetings by 900% using Clay, Crossbeam, HubSpot, and Ecosystem-Led Growth
Article
|
4
 minutes
5 ways to leverage the your partner’s influence and trust
Article
|
3
 minutes
ELG Insider Daily #694: Ditch drag for drive
Article
|
3
 minutes
ELG Insider Daily #693: Turn data into dollars
Article
|
3
 minutes
ELG Insider Daily #692: ELG isn’t just B2B
Article
|
3
 minutes
ELG Insider Daily #691: Stop chasing revenue alone
Article
|
4
 minutes
New data: Involving partners in deals increases win rate for nearly every ecosystem size and type
Article
|
3
 minutes
ELG Insider Daily #689: Lean into your winning niche
Article
|
3
 minutes
ELG Insider Daily #687: The email inbox that ate my productivity 🎃
eBook
Template: Impact of integration tracker
eBook
Template: Tracking your tech ecosystem's impact on churn
eBook
Template: Warm intro emails
eBook
Template: Tech integrations by partner
eBook
Template: Partner tiering checklist
eBook
Template: Partner onboarding workbook template
eBook
Template: Integration questionnaire
eBook
Template: Integration announcement
eBook
Template: Co-marketing checklist
Article
|
3
 minutes
ELG Insider Daily #686: AI is a partner’s partner
Video
|
50
 minutes
Uncovering the Crossbeam Ecosystem Revenue Platform
Article
|
3
 minutes
ELG Insider Daily #685: 43% of buyers don’t want a rep…
Article
|
3
 minutes
ELG Insider Daily #683: How to put your buyer in the driver’s seat
Article
|
4
 minutes
Follow the network: Your path to market expansion
Article
|
4
 minutes
Following to lead: How to win buyer-driven deals
Video
|
 minutes
ARReasons to pay for Crossbeam
Article
|
3
 minutes
ELG Insider Daily #681: The 5S framework is not just for marketing
Article
|
3
 minutes
Incentives: The Key to Activating Your Partner Ecosystem
Article
|
3
 minutes
ELG Insider Daily #680: A lush forest of opportunity
Article
|
4
 minutes
ELG Insider Daily #676: What it really means to scale
Article
|
4
 minutes
ELG Insider #678: The 4 +1 pillars that hold up your partner ecosystem
Article
|
6
 minutes
5 ways to leverage ecosystem data
Article
|
3
 minutes
ELG Insider #677: In business, context is everything
Article
|
1
 minutes
What's better than an open opportunity? 1.6 million of them
Article
|
5
 minutes
ELG Insider #661: Step aside, spreadsheets
Article
|
3
 minutes
ELG Insider Daily #674: Help write the new GTM playbook
Article
|
3
 minutes
ELG Insider Daily #673: I just want to sell, sell, sell
Article
|
3
 minutes
ELG Insider Daily #671: 7 tactics to turn partnerships into pipeline
Article
|
4
 minutes
How to scale your reselling program
Article
|
4
 minutes
ELG Insider Daily #670: Trust the process
Article
|
4
 minutes
ELG Insider Daily #669: The foundation of a $1B partnership program
Article
|
3
 minutes
ELG Insider Daily #668: This is what great sales leaders are made of
Article
|
3
 minutes
ELG Insider Daily #667: When less is more in your partner ecosystem
Article
|
3
 minutes
Good partner managers/ bad partner managers
Article
|
3
 minutes
Good sales leader / bad sales leader
Article
|
3
 minutes
ELG Insider Daily #666: How much power do numbers really have?
Article
|
4
 minutes
ELG Insider Daily #665: Fix your GTM problem
Article
|
4
 minutes
ELG Insider Daily #664: Meet the fresh new ELG Insider
Article
|
4
 minutes
ELG Insider Daily #663: Every GTM motion is a fact-finding mission
Article
|
5
 minutes
How I Present Partner Strategy to CxOs & the Board for Decacorns ($10B+) and a Unicorn ($3.8B)
Article
|
4
 minutes
ELG Insider Daily #662: When your own GTM team is your ICP
Article
|
3
 minutes
ELG Insider Daily #660: Decode your deal
Article
|
3
 minutes
ELG Insider #658: The new high-performing seller
Article
|
4
 minutes
ELG Insider Daily #651: Use this easy account mapping win for customer retention
Article
|
6
 minutes
Maximize your existing accounts: 3 proven ways to boost revenue
Article
|
4
 minutes
ELG Insider #657: Who is the MVP of your GTM motion?
Article
|
4
 minutes
ELG Insider #656: Money, money, money, must be funny
Article
|
4
 minutes
ELG Insider #655: How to develop a top skill of the best sellers
Article
|
6
 minutes
How FullStory increased client retention using Ecosystem-Led Growth tactics
Article
|
5
 minutes
ELG Insider #654: What sets high-performing sales teams apart
Article
|
6
 minutes
ELG Insider #653: Curiosity killed the cat?
Article
|
3
 minutes
ELG Insider #652: Cheers to outreach success
Article
|
4
 minutes
ELG Idols: Meet the enterprise sales veteran who turned commercetools’ ecosystem into a revenue machine
Article
|
7
 minutes
How to Win with Partner Marketing
Article
|
1
 minutes
Nearbound.com is now ELG Insider!
Article
|
4
 minutes
ELG Insider Daily #650: How to boost your Ecosystem-Led Customer Success wins
Article
|
5
 minutes
ELG Insider Daily #649: ELG for and by marketers
Article
|
3
 minutes
ELG Insider Daily #648: The Google + HubSpot story
Article
|
4
 minutes
ELG Insider Daily #646: EQLs, the gifts that keep on giving
Article
|
5
 minutes
What can B2B SaaS companies learn about Ecosystem-Led Growth from a solo entrepreneur?
Article
|
4
 minutes
ELG Insider Daily #645: Where is the AI in ELG?
Article
|
3
 minutes
ELG Insider Daily #644: Three easy ELG plays
Article
|
3
 minutes
ELG Insider Daily #642: Make the money follow you
Article
|
5
 minutes
When sales and partnerships partner up
Article
|
3
 minutes
ELG Insider Daily #640: Do not let anybody ghost you
Article
|
4
 minutes
ELG Insider Daily #639: Do not be an ordinary seller, instead do this!
Article
|
4
 minutes
ELG Insider Daily #638: The secret to customer retention
Article
|
4
 minutes
ELG Insider Daily #636: Speed up deals with this warm intro email template
Article
|
3
 minutes
ELG Insider Daily #635: How to Make the Right Noise at INBOUND
Article
|
4
 minutes
ELG Insider Daily #632: To win in sales, Always Be Collaborating
Article
|
4
 minutes
ELG Insider Daily #631: How to turn frenemies into power partners
Article
|
8
 minutes
Everything you need to know to build a reseller program
Article
|
6
 minutes
Every Stat We Have That Proves The Value Of Partnerships
Article
|
5
 minutes
ELG Insider Daily #630: Give your prospects the gift of time
Article
|
5
 minutes
ELG Insider Daily #628: Boost integration adoption by knowing your customers tech stack
Article
|
4
 minutes
ELG Insider Daily #627: 3 tips to master co-selling with partners
Article
|
4
 minutes
ELG Insider Daily #623: Cold email is not dead, it is just not partner-led
Article
|
4
 minutes
ELG Insider Daily #626: Shorten your enterprise sales cycles by 44%
Article
|
3
 minutes
ELG Insider Daily #625: The sales vet who turned an ecosystem into a revenue machine
Video
|
50
 minutes
The Crossbeam x Reveal merger: Watch Bob Moore and Simon Bouchez give the inside scoop
Article
|
5
 minutes
The story behind the merger: A recap from ELG Con London
Article
|
3
 minutes
ELG Insider Daily #622: To the infinity and beyond of channel partners
Article
|
3
 minutes
ELG Insider Daily #621: Focus on market trends, not just on product demand
Article
|
3
 minutes
ELG Insider Daily #620: How Cloud GTM is Transforming Legacy Partnerships
Article
|
2
 minutes
ELG Insider Daily #619: The GTM Attribution Conundrum
Article
|
3
 minutes
ELG Insider Daily #616: Rollworks' Crawl-Walk-Run Approach to Achieve Time To Value Faster
Article
|
2
 minutes
ELG Insider Daily #618: Get the Exclusive Story of the Crossbeam x Reveal Merger
Article
|
3
 minutes
ELG Idols: A channel sales leader’s 10 lessons for SaaS orgs transitioning to partner implementations
ELG Insider Daily #639: Do not be an ordinary seller, instead do this!
by
Andrea Vallejo
SHARE THIS

Building relationships and creating emotional connections with customers is what matters in sales. Personalized outreach is the way to break through the noise in today's buyer-saturated market.

by
Andrea Vallejo
SHARE THIS

In this article

Join the movement

Subscribe to ELG Insider to get the latest content delivered to your inbox weekly.

The Nearbound Daily is now officially the ELG Insider Daily! 

Join the movement here.

 

PRINCIPLES

Doing business is not just about the money

As a sales leader you might think this is BS. But when you talk to your prospects, you aren’t talking to robots. 

You have to build trust and relationships with your prospects and customers in order to ease the interaction.

And the best way to build a relationship is by caring about the human first before the transaction. 

Your customers now rely even more on people they trust for advice rather than searching for information on their own to solve a problem. Seventy to 90% of your buyer’s journey is complete before they even get to meet with you.

They aren’t making any purchase decisions based solely on price and features — trust is one of if not the most important factors.

 

TACTICS

Become a super seller with Katie Penner’s tips

Stats don’t lie: Customers who are emotionally connected to a brand have a 306% higher lifetime value (LVT), stay with a brand for an average of 5.1 years vs. 3.4 years, and will recommend brands at a much higher rate (71% vs. 45%). 

And if you really want your prospects to feel connected with your brand, you have to stop being “an ordinary seller”. 

The Head of Sender Relationships at Sendoso, Katie Penner, shared seven tips that will help you to emotionally connect your prospect with your brand to become a super seller. 

 

Tip 1: Leverage the law of reciprocity

If you’re going to send a gift to your top prospect, please don’t use it as a bribe. Messages or emails like “hey [name] to thanks for your time, here is $100” can be seen as ill intentioned. 

Instead, separate the relevance of your outreach from the personalization. 

How? Put your gift offer in the P.S.

A sentence like this one — “P.S. I saw you recently launched your podcast, here’s a discount code for a special mic we use at [your company] that works amazingly well” — will show how thankful you are for meeting that prospect you have been trying to connect with for so long.

 

Tip 2: Write personalized emails

Buyers are tired, and most likely will ignore every smoke signal you send to connect with them — with inbound, outbound, AI, and slammed inboxes. But when your prospects receive an email that is personalized, this email stands out, you make them feel special. 

This shows that you as a sales leader care about your prospect. 

Send personalized messages tailored to their needs, their company’s goals, and their goals as an individual.

 

Tip 3: Leverage your influencer partners

Feel free to leverage influencer partners. The trick here is to build a relationship, not just contact, pay, and ask them to do a one-time post. 

First, make sure that their values align with yours. Once you do the value check, understand the voice that they have and the audience they have built (you don’t have to do this alone, ask your marketing or partnerships team for help). 

Finally, let them try your product and give them the freedom to share and post about their experiences with it. This is a good way to reach and start conversations with new prospects.

 

Tip 4: Create content and engage on LinkedIn

Even if you don’t like social media, building your brand can be really important. Having a social presence can help you promote you and your brand, engage with your audience, start conversations, and deepen connections. 

And when you least expect it, people will be connecting with you hoping to get some inspiration, templates, learnings, etc.

If you don’t know how to start, the best thing you can do is share your learnings and make it valuable for others — what’s obvious to you is not necessarily obvious to others.

 

Tip 5: Don’t pitch, build relationships

If you try to reach your prospect through LinkedIn or through email with a salesy message, let us tell you, there’s a 90% you’ll get a hard no — or even worse, they can even leave you on seen. 

You’re not going to get demos from pitch slapping. 

Instead, send messages like “I saw you talk about x,y,z, during this webinar/event/ post” then you can share your opinion about that topic, request help regarding that topic, and then, get your relationship-building meeting. 

Build a human connection, not a pitch.



Want to access the rest of the tips? Click here to learn more. 

 

MEME OF THE DAY

Leave it all on the field

American artistic gymnast Simone Biles spares no effort in each routine. She has won 11 Olympic medals and 30 World Championship medals, and now she’s considered the greatest gymnast of all time. 

So everytime you go and connect with a prospect, don’t do the easy boring stuff everybody is doing. 

Be like Simone and leave everything on the field.  

Thanks Walnut for the meme

UPCOMING EVENT

Catalyst 2024

Join us at Catalyst in Chicago, August 14-16, to meet the newly merged Crossbeam x Reveal team, grab some killer Ecosystem swag, and get the latest intel on our recent merger.

register here for the Partner Tech 'Appy Hour' co-hosted by Crossbeam, Suger, Superglue, Magentrix and Partner Fleet.

 

Stuff you don't want to miss!

  • Register here. 
  • Register here.

 

You're all caught up

See you tomorrow

sign up here to get the newsletter every week.

 

You’ll also be interested in these

Article
|
4
 minutes
Article
|
4
 minutes
Article
|
4
 minutes