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Nearbound Summit 2023 is a 4-day virtual event covering Nearbound strategies and tactics for every department. Register here.

Hierarchy of helping

There’s this concept called Dunbar’s Number that says humans have a cognitive limit on stable relationships. We can only have 150 relationships at a given time.

Subconsciously, your brain knows this, so it’s always doing a cost-benefit analysis.

Partner pros inherently want to help everyone, but according to Dunbar’s Number, you can’t.

Here’s a helpful framework for thinking about who should be prioritized.

1. Who needs the help?

2. Who needs the most help?

3. Who wants the most help?

4. Who is the most helpable?

5. Who can benefit the most from my help?

Check out more discussion on the hierarchy of helping in this episode of the Nearbound Podcast. 

Nailing your Nearbound sales math

If you want 1/3 of your revenue to come from Nearbound, 1/3 of your activities need to be Nearbound activities.

Companies default to a mix of outbound and inbound strategies, but by leaving out Nearbound, they’re only hitting 67% of their revenue capacity.

In this new economy, you’re not going to achieve 100% of revenue if your strategy only includes 2⁄3 of the picture. Outbound and inbound strategies are good, but they aren’t enough.

If you want to execute that partner attach rate of 33%, it all comes down to how you collaborate with your reps.

Identify the number of accounts that each of your reps has. Then define how many of those accounts need a partner attached to it.

Those accounts should be tracked and attributed to your Nearbound strategy.

Basically, what you’re doing is creating a Nearbound account list.

Learn more about Nearbound Sales math here.

Watch this 2-minute video to understand the state of B2B

Stuff you don’t want to miss!

• Join the official Nearbound Summit community brought to you by Partnership Leaders — Partnership leaders’ goal is to connect people interested in learning about partnerships around the world. Join here.

• Oct 11th, 10 AM EST — Women in Alliances Summit — Join the FREE global summit featuring speakers like Jay McBain, Tina Gravel, Christine Bongard, Allison Munro, and more. They’ll touch on AI’s impact on the ecosystem, how partnerships are changing, and tips to boost your career. Register here.

• Oct 12th, 11:30 AM EST — Direct is Dying — Join two CMOs, Isaac Morehouse of Reveal and Pete Rawlinson of Allbound, for a 30-minute discussion diving into the implications of a pivot from direct to partner-led demand generation. Register here.

• November 6-9th — Nearbound Summit 2023 — The future of GTM is Nearbound. Join us for the biggest-ever remote experience in GTM where B2B leaders across departments unite to share how they’re winning with Nearbound strategies and tactics. Register here.

You are the resistance

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