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Account mapping. How to (finally) do it without giant, cumbersome spreadsheets

15+ Questions to Help Your Sales Reps Master Their Co-Selling Motions

How We Foster Collaboration Remotely at Crossbeam

21 Partnerships People You Should Follow on LinkedIn

A Fill-in-the-Blanks Exercise for Evaluating Your Partner Program

How to Use CRM Data & Automation to Nurture Your Co-Selling Relationships

How to Use Partner Data In Your Sales and Marketing Dashboards (Part 2 of 2)

How CallRail Increased Integration Adoption by 167% Through Strategic Partnership with HubSpot and Reveal

3-step strategy for partnership managers

How to Execute an Effective Nearbound Channel Strategy

Don't Try To Fit Ecosystem Partners into a Channel Hole

Nearbound Podcast #022: Build, Buy, or Partner

You Should be Account Mapping at Every Stage of the Customer Lifecycle

5 Ways to Incentivize Your Sales Team to Live, Eat, and Breathe Partnerships

How to Learn the Partnerships Love Languages

How to Learn Your Customer’s Tech Stack and Increase Integration Adoption by 17%

The 9-Step Partner Impact Score Methodology for Strategic Co-Selling With Partners

Catherine Brodigan: Effective Co-Selling* (*because you have no other choice) | Supernode 2023

The Most Common Partnership KPIs (According to Company Size and Maturity)

State of the Partner Ecosystem 2021

Your Slack Connect Channels: Now Powered by Crossbeam

Demystifying Partnership KPIs: Know What to Measure & When

Democratize Partner Insights with Crossbeam’s Chrome Extension

The Partner Playbook

10 Facts You Oughta Know if You Work in B2B Partnerships

20 Integrations and Chrome Extensions for Partner Managers

An Inside Look Into Google and HubSpot’s GTM Strategy for Their Ads Integration

5 Partnership Challenges Agencies Face (And How to Tackle Them Head-On)

Two Attribution Challenges for Partnership Professionals (and How to Get Ahead of Them)

We Mapped the Career Paths of 6 Women in Partnerships

Five Tactics You Can Use Right Now to Show the Real-Time Impact of Partnerships

How Sendcloud Achieved an 80% Increase in New Leads Sourced from Partners Using Reveal

WP Engine Used This 7-Stage “Bow-Tie” Funnel to Increase Agency Partners by 50%

Nearbound Podcast #013: David and Goliath — Partnering Up With the Big CO's

Nine Micro Co-Marketing Motions for Warming Up a Partnership

ELG and the revenue team: How to break down silos so every GTM function wins

Ecosystem Ops 101: Six Ways to Drive Efficiency and Maximize the ROI of Your Partner Program

30+ Integration Listing Page Examples for Designing Your Tech Marketplace

Your Partner Vetting Checklist: 7 Questions to Ask Yourself Before Signing an Agreement

Standout Traits for a Great Partner Case Study (with Examples)

The Seven Filters You Need for Your Agency Partner Directory

Growth Hack: Where to Find your First Partner

The Enablement Program That Can Help You Boost Agency Partner Retention by 70%

ActiveCampaign’s Co-Marketing Playbook for Getting the #1 Spot in Salesforce’s AppExchange

Your Partnerships Team Should Report to Marketing

The Co-Marketing Flip: Get Strategic with Your Partner Marketing Six Months into the Partnership

Friends With Benefits #8: Good Things Come to Good People

Get Off the Partner Enablement Treadmill

How alliances can leverage their channel partners to go to market with their integrated solution

The Anatomy of a Killer SaaS Partner Newsletter (Plus Examples)

Nearbound Podcast #010: Creating Categories and Partner Ecosystems

You Should Train Your Sales Team to be Tech Stack Experts

Your Product-First Partnerships Team Should Report Directly to the CEO

How to Activate Ecosystem Insights with Reports and Dashboards in Salesforce | Connector Summit 2022

Your B2B SaaS Partner Page Checklist (with 50 Examples)

Your Partnerships Team Should Report to Sales (At First)

Nearbound Podcast #004: Secrets of Partner Enablement & Marketing

Nearbound Podcast #001: Landing your first Sumo

Nearbound Podcast #003: Building API ecosystems, Stripe & Notion

Advanced Crossbeam: Too Many CRMs? Here’s How to Sort it All Out

AEs are Leveraging Ecosystem-Led Sales to Close Deals 46% Faster

The 12 Best Partnership and Business Development Podcasts (So Far)

Monetize Your Technology Partnerships With These 8 Tactics

Source, Decide, Execute: Your Framework For a Successful Partner Program

4 Easy Account Mapping Wins

Cristina Flaschen: Proving the ROI of partnerships | Supernode Conference 2022

Crawl, walk, run: The co-marketing framework that will keep you sane

How to Approach an Unequal SaaS Partnership (Without Being a Jerk or a Pushover)

Partnerships 101: How to Organize and Execute An Online Event with Your Partners

Your SaaS Partnership Has Stalled. Now What?

How to Contribute Millions in Sales Pipeline via Warm Intros and the "Fast Follow"

4 Leadership Lessons We Learned at Our First Happy Hour

Okay, So It’s a Down Market. Now What?

2020 State of the Partner Ecosystem Report

5 Lessons on Hyper-Growth Partnerships We Can Learn From Slack

Partnerships 101: How to Launch a Tech Partnership Program

6 Questions to Answer Before Launching Your Channel Partner Program

There are 270+ job titles in partnerships. Why?

My $2.6 Billion Ecosystem Fail

Your Brain on Story

Why Identifying Ideal Partners is Key for Partner Program Success

When to Hire Your First Partnerships or BD Leader

What's in a Vibe?

Want to Meet Quota? Befriend Your Partner Team

Using Nearbound Data to Expand Into New Markets

Turning Online Events Into a Business Machine

The Subtle Art of a Warm Intro: How to Set Your Sales Team Up For Success

The Three Pillars of Partnership Success

The PartnerHacker Handbook

The Partner Experience Weekly: Partner Experience is Shifting

The Partner Experience Weekly: My Dream State - Partner Tech

The Next Bestselling GTM Book Has Arrived

The Nearbound Marketing Blueprint: Key Plays

The Crawl, Walk, Run Strategy

The Case for Investing in Partner Operations

The Anatomy of a Partnership: Partner Leads Versus Cold Leads

Sunday Stories: Trust at Scale — Bringing Influence to the B2B Journey

Target the Right Leads at the Right Time: A Recap of the Happy Customers Festival

Sunday Stories: Turning Support Request Lead into Service Partner Gold

Sunday Stories: Empowering Agencies to Sell SaaS

ELG Insider Newsletters

March 16, 2024

minutes

‍
Nearbound Weekend 03/16: Find Your Pot of Gold ☘️

Isaac Morehouse

Recap of the nearbound daily this week

How to Win with Nearbound ABM
The Rise of Nearbound Revenue Platforms with Canalys Experts
Your Secret Weapon 🤐 (nearbound community)
$54 Billion In Revenue Analyzed 😱 (the best reps use nearbound sales tactics)

Recently published

How to Win with Partner Marketing with Isaac Morehouse and Jessica Fewless
Mastering Nearbound Marketing: Key Takeaways from the Nearbound Book by Andrea Vallejo
How Nearbound Can Help Keep and Win Back Customers by Delphine Le Person and Isaac Morehouse
How Box Uses Reveal Every Day to Power Their Nearbound GTM by Dan O’Leary
The Book that GTM Needs by Jill Rowley
An Open Letter to Partnerships, from Sales by Simon Bouchez
Nearbound Podcast #153: The Evolution of Business in the Decade of Ecosystems with Jay McBain
How This PM Used Nearbound GTM and Reveal to Revamp Reachdesk’s Partner Program with Sam Collins
Growth Hack: Where to Find Your First Partner
Nearbound Podcast #156: The End of Silos and the Need for Collaboration with Lizzie Chapman
Friends with Benefits #36 - Operationalizing Partner Programs with Aaron Howerton
Nearbound Podcast #155: How Integrated and Partner Marketing Strategies Achieve Win-Win Scenarios with Calen Holbrooks

Look to the treasure 📍

"Where your treasure is there your heart will be also."

We can’t go on just willpower.

Humans respond to incentives. Rather than fight this reality, we’ve got to lean into it.

What do you believe in? Where’s your gut, your heart?

Find ways to align your incentives so that in order to win, you have to do things you want to do and be the kind of person you want to be.

This is just as real in your work as any other aspect of your life. Do you feel deep passion for partnering with quality people? Make sure you’re materially incentivized to do so.

It’s too easy to treat incentives as separate from personal goals and desires. You do what you need to in your job, and then you do the really good stuff on willpower alone.

That’s not sustainable.

Don’t trust willpower. Structure incentives.

—Isaac