Building Strategic Partnerships

Status Go Podcast: Episode 1

“Of all of the leaders out there in all of our industries a full 85% don’t get beyond the self authoring stage.” – Ron West

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.

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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