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08 - The Marriage Analogy: How Business Partnerships Differ and Ways to Prepare for the Unexpected | John Jankowski
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After working in sales and sales leadership for more than thirty years, John Jankowski took the leap to start his own practice. Via Sales Xceleration, he is able to be a fractional VP of Sales for various organizations. His deep experience in corporate sales as well as his current vantage point getting to see into multiple organizations puts him in a great position to unpack what he’s seen work in the intersection between sales and partnerships.
On today’s episode, we discuss sales infrastructure, the scaling potential of partnerships for small businesses, and the importance of expectation setting and communication. John details how to spot a mis-aligned partnership early, as well as how customers can actually get better prices from partners than from the original seller if the partnership and co-sell motion is well-structured. Though we may analogize business partnerships to romantic marriages, understanding the technical differences can allow us to set good expectations from the beginning internally and externally.
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