In this episode of “True Confessions of a Sales Leader,” we explore the steps of creating a successful strategic partnership. Our guest is Geoff Curless, Chief Revenue Officer at Rehearsal—and an actual partner of Level Five Selling.
You know the importance of creating strategic partnerships (and if you don’t, definitely listen to this episode!) but how do you get on the path to creating ones that work for your organization? Listen in as we discuss how we’ve accomplished this and what to look for when considering your own partnerships.
Key Highlights from the podcast episode.
Define what success is
A successful partnership can be defined in many ways, but most importantly that definition has to meet your own criteria for success. Whether your goal is to reach a bigger market and broader reach or attract new clients, set that definition early. When a new organization approaches you, how will that partnership help you? Know your goals, strategies, and visions of your organization and how a partnership can benefit.
A strategic partnership needs to be valuable for your own organization. Ask yourself the hard questions: Will your partner’s sales team see the value and unique experience you offer? Can the team be coached to successfully sell the product? Will a partnership be critical to your success or will it fall by the wayside? Determine your goals before you set the wheels in motion. Evaluate upfront and make sure this is a strategic move. Spend the extra time before committing. Remember the old saying “measure twice, cut once”? That certainly applies to the research beforehand in building partnerships.
Set your vision and bring it all together
Someone in your organization needs to have the knowledge and the vision of how the various components of a partnership can be brought together. For instance, when Level Five Selling partnered with Rehearsal they needed to go beyond just their technology. They provide video-based practice and coaching to organizations using tech, so how could we leverage that and bring that into our own culture? John Hoskins, founder of Level Five Selling, was able to step back and ask how Rehearsal could complement what he was trying to achieve with clients while helping solve what was missing. It was a win-win for everyone.
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Scott Olsen and Gary Brashear shares highlights from each podcast episode designed to help sales leaders like you and your sales teams develop the skills, systems and culture that leads to sustained and significant results.