October 7, 2024

Issue #672

In this issue, we’re:

• Flipping challenges into opportunities like pancakes
• Diving deep into client relationships (without the awkward small talk)
• Leveling up your sales game like it’s the final boss battle

Let’s roll!

P.S. Have you completed the
2024 Future of Revenue survey? If not, take a few minutes and help shape the next gen of GTM!

PRINCIPLES

Challenge yourself

Let’s face it: Change is about as popular as a Monday morning meeting. When we hit a wall in sales, our first instinct is to rely on our trusty old tactics — those techniques that served us well in the past.

But here’s the kicker: What worked yesterday might not cut it today.

To thrive, you need to challenge yourself! Step outside your comfort zone and explore new strategies. Dive into the innovative methods your network is buzzing about.

It might feel awkward at first — like trying to ride a bike for the first time — but trust that it’s a necessary part of growth.

As a sales professional, don’t just chase after quotas like they’re the finish line. Instead, set your sights higher by focusing on how you can deepen relationships, add value, and drive meaningful results for your clients.

This mindset shift will not only help you stand out but also foster a more fulfilling sales experience.

Only
28% of sales pros
hit their quota last year. It’s time to turn challenges into opportunities and lead the way in sales!

TACTICS

How to scale your reselling program

Did you know that
96% of SaaS companies
believe their reseller partners are key to boosting revenue? But hold on — many reseller programs fail due to mismatched partners, cultural differences, and a lack of commitment.

So how do you ensure your program doesn’t end up as a cautionary tale?

Here’s your game plan (based on the insights from Juan Jose Castiblanques, CRO at WeTransact):

1. Join the Microsoft Commercial Marketplace:
Get your solution published in the Microsoft Marketplace. Start by enrolling in the Microsoft AI Cloud Partner Program. Consider partnering with an Online Marketplace Optimization tool (like WeTransact) to speed up the process and focus on sales instead of getting bogged down by technical details.

2. Craft your offer:
Before reaching out to potential partners, define your offer clearly. Include details on margins, back-margins, and the services you’ll provide. This transparency sets the stage for successful partnerships.

3. Make strategic introductions:
Identify and connect with compatible resellers. Whether you choose to reach out personally or leverage an Online Marketplace Optimization tool to find the right fit, make sure you tailor your approach to resonate with your potential partners.

4. Empower your champions:
Once you’ve secured reseller partnerships, involve them in the training process. Share your knowledge about the product, its use cases, and best practices. Keep it simple and actionable to help them gain traction quickly.

Learn from Juan Jose how to
build and scale your reseller program.

MEME OF THE DAY

Artists if they were in sales

What would their stage name be if they were in sales?

STUFF YOU CAN'T MISS

- October 9: The Next Era of Ecosystem Technology

360Insights
and GTM experts like
Hannibal Scipio
(Forrester),
Cody Sunkel
(Partner Fleet),
Maisa Fernandez
(ServiceNow),
Kevin Linehan
(Crossbeam) and many more, will dive into how ecosystem orchestration is reshaping go-to-market strategies.
Save your spot here.

- October 14-16: GTM2024

Join
Pavilion
at The Fairmont in Austin, TX to get ahead on your 2025 GTM strategy, learn about market trends, and boost your GTM strategy.
Get your ticket here.

- November 11-14: Web Summit
70,000 people will gather in Lisbon, Portugal for one of the biggest tech conferences in the world, featuring speakers from leading companies across nearly every technology vertical. Book your ticket to join them here.

You're all caught up

See you tomorrow

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