Partner Co-Selling Certified Sales Leader

Function: Sales Leadership

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Overview

Pavilion’s Partner Co-Selling for Sales Leaders course paves the way for innovative B2B sales strategies, equipping sales leaders with essential tools to navigate an ever-evolving sales environment where traditional direct selling methods are no longer as successful. When comparing the number of touches per opportunity sourced for cold outbound five years ago, it ranged from 200 to 400. Today, it requires 1,000 to 1,400 touches per opportunity. (Jeremy Donovan, Insight Partners' EVP of RevOps & Strategy)


This course dives into the practicalities of B2B co-selling, introducing sales leaders to a scalable, end-to-end process that can be seamlessly integrated across Sales, Partnerships, Marketing, RevOps, and Customer Success departments. No matter the scale or type of your co-selling partnerships, this course has been designed to guide you through building, deploying, and scaling an effective B2B co-selling program. 


By the end of the course, you will possess a comprehensive understanding of how to implement co-selling within 2-6 weeks with the strategies and tactics taught. Additionally, you will have buillt a well-defined roadmap, empowering you to effectively communicate and collaborate with partners on how to bring your sales co-selling vision to life.

Designer Bio

Alex Buckles is one of the Co-Founders of Forecastable, a tech-enabled services organization that helps B2B companies stand up and execute tightly-aligned partner co-selling programs from ideation to field sales enablement.

He’s been in enterprise revenue roles for nearly two decades and has founded multiple startups with partner-centric go-to-market motions right out of the gate. 

Information

Who Should Take

Designed for Executive Members


This course is recommended for sales leaders from B2B companies with tech or services partners (in place or aspirational).

Results to Expect

This course teaches how to create effective co-selling strategies with partners, confidently navigate internal conversations, and promote co-selling across departments to drive closed/won business predictably.

Homework, Assignments, or Expectations

There is light homework outside of class.

Attendance Requirements

This course is self-paced, but enrolled members may attend Alex Buckles' office hours on Wednesdays at 1:00 pm Eastern Time.

Outline

Session 1: Co-Selling 101

This session explains what co-selling is and is not, complexities of co-selling, and the current state of co-sell execution (status quo).


Session 2: Co-Sell Planning & Preparation

Here we identify when and how to partner with purpose, conduct co-sell scenario planning with partner sales teams, and understand what it takes for sales reps to execute co-selling, including the required enablement.

 

Session 3: Co-Sell Enablement & Education

In this session, Alex cover how to create joint opportunity qualification methodologies, co-sell playbooks, and co-sell plans.


Session 4: Co-Sell Roles, Ops, and Scale

This session covers the role of Partner SDRs and BDRs, Co-Sell Alignment Specialists, Co-Selling Communication Best Practices, and Partner Mapping & Planning.

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Develop your career alongside a powerful network of peers and enable your team to reach new heights