It’s your time, sales maverick

Everything is changing in B2B sales and tech right now. And with all the upheaval, what companies need are mavericks—people who challenge the old and find better ways to get results.

Nearbound sales is an opportunity for the daring to separate themselves from the rest.

Data shows the game’s getting harder for sellers, that the state of sales isn’t what it used to be.

And to add to that, just last week Outreach announced Google and Yahoo’s policy change.

We’re not asking you to become a die-hard fan of nearbound overnight, but if you’re a maverick, this is your time to become curious.

Nearbound sales is the future. It’s the path to becoming the most effective seller in your organization.

And as you test and iterate, you’ll gain courage around the results you’re seeing.

It’s time to be bold! Become a maverick inside of your organization.

How to run a
nearbound intel play

“You’re only as strong as the gravity and proximity of the relationship surrounding the account.” –Jared Fuller

The best sellers already use nearbound tactics, they just don’t talk about it. They say elusive phrases like “your network is your net worth,” and leave new sellers to figure out what the heck that even means.

So how do you tactically leverage your network?

During the 30 Minutes to President’s Club podcast recording, Jared Fullerlaid out a few plays you can use today. Check out the full recording with Nick Cegelski (Co-Founder) and Armand Farrokh (Co-Founder) to hear them all.

To begin, a nearbound account list is super helpful. These are your accounts with both the most potential and the most influential partner overlap. (Read the Nearbound Sales Blueprint to learn how to build your account list.)

Once you’ve decided on the highest potential target accounts to go after, run the intel play.

The intel play:

Before you approach any big sales conversation or key decision maker, you need information you can bring to the table. Here are the two most important pieces of intel to nail:

1. North Star: What are their top 3 business initiatives?

2. Proof: How do you directly impact one (or more) of those business initiatives?

Trusted information has already been earned by your partner. By gathering this information, you can position yourself and your strategy in alignment with this target account.

Draft a message like the one below. Include context, ask permission, and make it easy for them to say yes.

Then go to your partner manager and have them help you get this message to the right person on the partner’s team.

Today’s market has not been kind to sellers. Deals take longer, close rates are smaller, and multiple decision-makers are required to make a purchase decision.

Learn how to rise above these challenges with nearbound sales tactics.

Dolly parton-erships

The Hustle did a feature on the legend and icon, Dolly Parton last week.

Worth a whopping $55 million, it’s no surprise, even Dolly leans into partnerships!

Some of her most noteworthy partnerships include:

Tennessee Athletics x Dolly Parton

Cracker Barrel x Dolly Parton

Edge Beauty x Dolly Parton

Facebook x Dolly Parton

And it gets better because in her new debut album, Rockstar, Dolly brings together over 31 legendary artists to collaborate on 26 out of 30 songs.

Dolly knows, even she’s better when she parton-ers up!

Stuff you don’t want to miss!

• Nearbound Summit 2023 Recordings — The future of GTM is Nearbound. Watch the recordings to hear how B2B leaders across departments unite with Nearbound strategies and tactics.
  Listen here.

• Nov 29, 2 PM EST —WTF is a System Integrator?— Join Omair Rana, Former Microsoft Director of Partner Strategy, and Scott Pollack, CEO at Firneo, and get ready to demystify System Integrators (SIs) and their pivotal role in the tech world.
  

Inspire the mavericks

Send this Nearbound Daily to someone you know who has the maverick mentality. The era of the ecosystem is their opportunity to do sales differently and to rise above the rest.