Status Go Podcast: Episode 34

” If I’m a buyer and I’m prepping for a first meeting with a sales rep, I want to make sure they understand what value means to me.” – Anita Nielsen

Status Go Podcast: Episode 34

” When we think about a partner that person is more there to help you, not only address the current needs and challenges and problems, but help you see the ones you haven’t seen yet.” – Anita Nielsen

Status Go Podcast: Episode 34

” When I think of Strategic Service Provider I think of a partner to the ultimate level.” – Anita Nielsen

Episode 34: Building Strategic Partnerships

 

Partner.  A word so over-used in the tech space it has been almost rendered meaningless.  Except when it isn’t; when you are talking about the sales professionals and relationships that have been crucial to a project or even your overall success.  How do you quiet the noise in order to focus on and build more of those connections?  Anita Nielsen, a Top Sales Performance Consultant, joins Jeff Ton, InterVision’s SVP Product Development and Strategic Alliances, to unpack what it means to be a partner, how to identify potential partners and most importantly, how to drive value together.

 

Time Stamped Table of Contents

1:41 The evolution of the sales role

2:46 Proper preparation from both sides of the desk

6:33 Identifying ideal vendors and partners

10:54 Analogy: The writer and the elephant

15:02 Navigating the conversion from vendor to partner

20:23 Synergies among value and experience

22:15 Signs of a good relationship

24:01 What it meas to be a Strategic Service Provider (SSP)

25:09 What to look for in an SSP or partner

29:51 Action Items

 

 

Anita Nielsen is a sales performance consultant with over twenty years of experience in B2B sales and support. As an advocate for salespeople, she is dedicated to coaching and equipping these professionals for success. For her efforts, she was named one of the Top Sales Enablement Consultants of 2018 by Selling Power magazine. With a bachelor’s degree in psychology and a master’s in business administration from the New York Institute of Technology, Anita is uniquely positioned to help salespeople adapt and thrive.

Anita is the author of the #1 Amazon Best-Seller,  Beat the Bots: How Your Humanity Can Future-Proof Your Sales Career

Blog | What is a Strategic Service Provider?

Understand points of delineation in the third-party marketplace.

Subscribe on Apple Podcasts

Never miss an episode!  Subscribe on apple podcasts and have each episode automatically delivered to your mobile device.