In many channels, salespeople and other customer-facing professionals go to market with people outside their own organization. These can include technology partners, affiliates, and consultants. The person with whom you may be co-selling represents an affiliate or third-party partner company that fills a gap in your firm’s product, solution, or service offering. So how does co-selling with a third party affect your efforts to put together a winning selling squad?
The short answer: Unless you have worked together before, it will probably make it tougher. Why? Well, recall all that’s involved in building a group, transforming them into a team, and then preparing for, executing ...
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