The full version of this article was first published at: The Allbound Podcast: How Being a Better Advocate will Help you in Sales
Jill Fratianne, a partner channel manager at Hubspot, joined me to discuss some of the qualities she looks for in a new partner, insights she’s picked up as a business owner and the importance of face time — all on the the latest episode of The Allbound Podcast. What are some changes you’ve noticed in the industry over the years? People are very educated when they get to the point of meeting a sales rep. They don’t want to talk to you unless you have some extra value to add to the conversation. How do you compare against your competitors? What can you tell me about my business and how is a solution going to give me deliverable results? Never assume they don’t know more than you, or haven’t done research before they got to you, because they have. What advice or guidance do you give your partners? You’re not there to sell for the sake of selling. People despise that. However, people do enjoy a sales process if they think it’s done well, because they wouldn’t be talking to you if they weren’t interested in your services somehow. I’ve learned both through business ownership and sales that if you’re doing the right thing for people, and you really listen to their goals, they actually appreciate a bit of pushing from you because you’re trying to do the right thing for them. How do you build relationships with partners? You have to have a personality type that puts them first…
Read More: The Allbound Podcast: How Being a Better Advocate will Help you in Sales