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Indhold leveret af Mark Dalley and EQ Selling. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mark Dalley and EQ Selling eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
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<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/the-85-south-show-with-karlous-miller-dc-young-fly-and-chico-bean">The 85 South Show with Karlous Miller, DC Young Fly and Chico Bean</a></span>
Welcome to the 85 South Show - a podcast for people who don't know what a podcast is. Hosted by DC Young Fly, Karlous Miller , and Chico Bean. For more check out www.85southshow.com
The Partnership Path
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Indhold leveret af Mark Dalley and EQ Selling. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mark Dalley and EQ Selling eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert. On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
…
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54 episoder
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Manage series 3625247
Indhold leveret af Mark Dalley and EQ Selling. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mark Dalley and EQ Selling eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
The Partnership Path is a blend of insights, expert advice, and strategies. Whether new or seasoned in partner management, this podcast guides you to become the go-to expert. On the Partnership Path In Real Life, you will hear firsthand stories and challenges from partner management pros. It’s not just a podcast; it’s your pocket mentor guiding you to excellence.
…
continue reading
54 episoder
Alle episoder
×1 53.Planning for Partnership Negotiations 16:31
16:31
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16:31In this enlightening discussion, John and Toni dive into the intricacies of planning for successful partnership negotiations. Drawing parallels between vacation planning and strategic collaboration, they emphasize the importance of understanding expectations, aligning on goals, and being prepared for the unexpected. This conversation is a treasure trove for anyone involved in partnerships—whether in business or personal endeavors—offering practical tips to ensure your next partnership meeting doesn't leave anyone feeling like they missed the mark. Key Takeaways Set Clear Expectations: Just as on a vacation, understanding what each party desires from a partnership is crucial to avoid disappointment. Know Your Partner’s Landscape: Research and understand the external factors affecting your partner’s business to craft relevant strategies. Embrace Empathy: Harnessing empathy in negotiations can distinguish your approach, fostering stronger, more productive relationships.…
1 52. IRL with Jakob Maciolek @ Microsoft on Decision Influence in Partnerships 17:40
17:40
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17:40Ever wondered how big decisions are made in the corporate world, especially when multiple stakeholders are involved? Today, we have an exclusive peek into the mind of Jakob Maciolek, a leader at Microsoft driving the success of Copilot and Modern Work. Joined by John Rudow on The Partnership Path in Real Life podcast, Jakob unpacks the nuanced art of decision influence — a skill every business professional needs but few master. This conversation is more than theory; it’s a practical masterclass in understanding motivation, navigating organizational dynamics, and wielding influence with empathy and strategy. I’m sharing this episode because it’s filled with golden nuggets for anyone managing partnerships, working in sales, or looking to sharpen their interpersonal skills at work. If you’ve ever found yourself thinking, “How do I influence this decision without authority?” — this is for you. Key Takeaways The Power of Empathy in Influence: Influence isn’t just about logic and data. It’s about understanding personal, business, and political motivations. Ask the Right Questions, Then Go Deeper: Surface-level answers only scratch the surface. Ask follow-up questions to understand deeper motivations. Invest in Others’ Success: Help others achieve their goals, and you’ll naturally become a trusted partner in decision-making.…
1 51. IRL with Brian Galicia @ Microsoft on Decision Influence in Partnerships 19:00
19:00
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19:00Navigating the world of partnerships is no simple task. With so many players involved — from CEOs to procurement officers — understanding how decisions are made becomes essential. In this insightful episode of The Partnership Path in Real Life host John Rudow sits down with Brian Galicia, a Microsoft leader with over 18 years of experience driving strategic partnerships. Together, they uncover the critical concept of “decision influence” — how and why decisions get made within partnerships and what you can do to influence them. This conversation is packed with actionable advice for anyone working in partnerships, business development, or strategic alliances. Brian shares how he and his team at Microsoft approach decision-making, how to identify key stakeholders, and how to leverage trust and curiosity to drive better outcomes. If you’ve ever struggled to get clarity on partner alignment or how to navigate a complex network of decision influencers, this episode will be a game-changer. Key Takeaways Decision Influence is Multi-Layered — Decision-makers aren’t always the obvious choices (like partner managers). CEOs, Chief Revenue Officers (CROs), and product leaders all have a stake in the process. Understand the Alternatives — The choice isn’t always “yes” or “no” to a partnership. It’s often “this partner” vs. “that partner” or “this approach” vs. “a different approach.” Stakeholder Alignment is Critical — Knowing the “operating period” of your partner company can help you align your goals. For instance, Microsoft’s fiscal year runs July–June, which affects how deals and partnerships are timed.…
1 50. Decision Influence in Partnerships 14:19
14:19
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14:19In this episode of “The Partnership Path”, John Rudow and Toni Kent discuss the concept of decision influence within partnerships, emphasizing the importance of understanding the decision-making processes of partners. They explore how channel managers can develop skills to better influence decisions that impact partnerships, the complexities involved in these decisions, and best practices for navigating them. The conversation highlights the need for channel managers to think beyond transactional relationships and to consider the broader business context of their partners’ decisions. Key Takeaways Decision Influence is Everywhere: Partner managers need to recognize the decisions happening within their partner organizations that indirectly or directly affect their partnerships. Understand the Bigger Picture: Think beyond “yes or no” and consider alternatives, investment strategies, and competitive offerings. Ask Smarter Questions: Effective influence starts with understanding decision-making frameworks, stakeholders, and internal dynamics.…
1 49. IRL with Kari Finnigan at Infor on Portfolio Management vs. Partnership Management 18:17
18:17
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18:17In this episode of the Partnership Path in Real Life podcast, host John Rudow speaks with Kari Finnigan, Vice President of Channels at Infor, about managing partnerships in a smart, strategic way that focuses on portfolio growth rather than just individual partner performance. Kari shares how shifting her approach from “all partners all the time” to prioritizing those with the highest growth potential helped her achieve exponential growth in her channel. The discussion dives into portfolio-level thinking, engagement strategies, and the key metrics Kari and her team use to identify where to invest time and resources for maximum impact. Kari offers valuable insights from her two-decade career, sharing practical tools and frameworks to optimize channel management.…
1 48. IRL with Richard Chaves @ Microsoft on Portfolio Management vs. Partnership Management 19:03
19:03
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19:03In this episode of Partnership Path in Real Life, John Rudow sits down with Richard Chaves, a seasoned partnership manager at Microsoft, who has been working with partners throughout his extensive career. They dive into the complexities of managing multiple partnerships and portfolios, sharing invaluable insights on prioritizing tasks, maintaining clarity, and navigating partnerships with ease—even when facing competing priorities. For anyone navigating partner management, this conversation offers practical wisdom and real-life strategies that could transform how you approach your own partnerships.…
1 47. Portfolio Management vs Partnership Management 17:38
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17:38In this insightful episode of “The Partnership Path”, John and Toni discuss a critical topic for channel managers—“Portfolio vs. Partnership.” John breaks down the subtle yet impactful shift from a one-on-one partner approach to a portfolio-wide view, which allows managers to optimize time, resources, and growth potential. This episode provides a practical approach for maximizing partner impact, especially when balancing high-performing partners with those requiring more investment. This approach helps drive sustainable revenue by allowing managers to focus on scalable, big-picture growth.…
1 46. The Partnership Path Season 2 Recap 23:57
23:57
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23:57In this podcast episode, John and Toni reflect on season two of The Partnership Path and discuss their excitement for season three. They review key takeaways from season two’s episodes, which focused on various aspects of partnerships such as co-marketing, co-selling, and working with partner sales teams. Notable guests shared their experiences and best practices, emphasizing the importance of understanding both partner and customer needs. The episode highlights gratitude to guests who contributed real-world insights, offering practical advice on navigating partner relationships.…
1 45. IRL with Gary Cockayne @ IFS on Forecast Discussions with Partners 20:02
20:02
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20:02Forecasting is a cornerstone of successful business partnerships, yet it's often seen as a tedious task. In this episode of the "Partnership Path", Gary Cockayne, an experienced leader in channel strategy, shares his expertise on transforming forecasting from a mundane obligation into a powerful tool for growth. As someone who has significantly boosted IFS’s channel success, Gary's insights are invaluable for anyone looking to optimize their forecasting processes and build stronger, more effective partnerships. Key Takeaways Transforming Forecasting Meetings: Gary emphasizes the importance of changing the perception of forecasting from a chore to an opportunity for collaboration and growth. By adopting a supportive, coaching approach, you can make these meetings more productive and engaging. The Integrity of Forecasting: Building trust and maintaining high integrity in forecasting processes are crucial. Gary advocates for transparency and alignment in goals to foster a collaborative partnership. The Importance of Qualifying Out: Gary highlights that qualifying out of deals that are unlikely to close is as important as qualifying in. It helps partners focus their efforts on opportunities with a higher likelihood of success.…
1 44. Forecast Discussions with Partners 17:27
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17:27In this episode of “The Partnership Path”, John Rudow and Toni Kent take a closer look at the ins and outs of forecasting in partnerships and channel management. If you’re in a partnership or sales role, you’ll find this discussion incredibly valuable. They break down why it’s crucial to keep pipeline and forecast discussions separate, how to navigate the risks involved, and the importance of setting accurate expectations. This episode is packed with practical tips that can really change the way you think about forecasting. Key Takeaways Separate Pipeline from Forecast Discussions: Pipeline is about visibility into potential revenue, while forecasting is about setting expectations for what will happen and when. Mixing the two can lead to confusion and inaccurate predictions. Forecasting Involves Risk Assessment: A good forecast includes an evaluation of risks—what portion of the forecast has little, moderate, or high risk, and what actions are being taken to mitigate those risks. Accuracy is Crucial: Inaccurate forecasts can have serious consequences, impacting business decisions and people’s jobs. It’s essential to focus on setting realistic expectations and being honest about potential outcomes.…
1 43. IRL with Gary Cockayne @ IFS on Pipeline Reviews with Partners 15:48
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15:48In this engaging episode of the “Partnership Path” podcast, John welcomes Gary, a seasoned veteran in enterprise software, to share his invaluable insights on effective pipeline reviews with partners. Gary’s approach to transforming tactical deal analyses into strategic business discussions offers a refreshing perspective that every partner manager can benefit from. Key Takeaways Elevate Pipeline Reviews: Transform tactical deal discussions into strategic business planning. Pipeline Hygiene: Regularly clean up the pipeline to reflect true business potential. Build Trust: Establish trust with partners by allowing them to start with a clean slate.…
In this engaging episode of The Partnership Path, John and Toni dive into the intricacies of running effective pipeline reviews with partners. The conversation, filled with humor and practical advice, highlights the importance of maintaining a balanced and healthy pipeline. As experts in the field, they share their experiences and best practices, making this episode a must-watch for channel managers and partner managers looking to optimize their pipeline management strategies. Key Takeaways Volume, Balance, and Velocity: Understand the three critical aspects of a healthy pipeline and how to manage them effectively. Macro Perspective: Learn to shift the focus from individual deals to a broader view of the pipeline to identify trends and potential issues. Goal Setting: Incorporate pipeline goals into your overall strategy to ensure you have enough deals moving through the pipeline to meet your targets.…
1 41. IRL with Salena Butler @Infor on Being a Virtual Sales Manager 17:44
17:44
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17:44In the latest episode of “The Partnership Path, we dive deep into the world of partner sales management with the seasoned expert, Selena Butler. With over two decades of experience in the field, Selena shares her invaluable insights on building trust, fostering collaboration, and driving success in both direct and partner sales environments. Her unique perspective, shaped by her extensive background in companies like Epicor and Infor Software, offers a rich tapestry of knowledge for anyone navigating the complex landscape of sales and partnerships. Key Takeaways Building Trust and Credibility: Establishing trust is paramount in managing partner relationships. Timely responses, transparency, and a genuine interest in the partner’s success are crucial. Tailoring Approaches: Understand and adapt to the partner’s existing sales frameworks. Meeting partners where they are and integrating their methods fosters better collaboration. Measuring and Celebrating Success: Continuously evaluate what’s working and what’s not. Celebrate joint successes to maintain motivation and strengthen the partnership.…
In the latest episode of “The Partnership Path,” Toni and John dive deep into the intricate world of partner sales teams. As seasoned professionals, they share their experiences, challenges, and solutions for effectively motivating and preparing sales teams to excel in partnership-driven markets. This conversation is a must-watch for anyone involved in sales management, channel partnerships, or business development. Their insights are invaluable for understanding the nuances of aligning sales strategies with partnership goals. Key Takeaways Understanding Sales Team Motivations: It’s crucial to align your partnership goals with what matters most to sales teams – hitting their quotas and earning commissions. Building Trust and Credibility: Demonstrating your ability to solve key problems and showing long-term commitment can earn the trust of sales teams. Tailoring Value Propositions: Create distinct value propositions for internal and external stakeholders to effectively communicate the benefits of your solutions.…
1 39. IRL with Stephanie Vasiloff @Flywheel.io on Preparing and Motivating Sales Teams 16:46
16:46
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16:46Listen to Stephanie Vasiloff @Flywheel.io discuss Preparing and Motivating Sales Teams
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