Sun.Mar 28, 2021

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How to Balance Prospecting Activity with Account Management

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. You'll learn the brutal truth about why you are out of balance and stressed out and, exactly what you need to do in order to build prospecting activity into your daily routine.

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How Do You Define Alliance Success?

Peter Simoons

What is alliance success and how do you define it? It seems such a simple question, yet it can lead to lengthy discussions. Some people will immediately connect alliance success to the amount of revenue an alliance generates. If that is the universal view of alliance success, then how should we measure the success of development alliances, those that don’t generate any revenue at all?