Selecting Partners for Joint ABM Efforts and Building Trust

This chapter delves into the intricate process of choosing partners for joint ABM initiatives, highlighting the significance of assessing partners' capabilities and aligning offerings. It underscores the importance of nurturing relationships, grasping partner organizations, and fostering trust for seamless collaboration. The key takeaway is to dedicate time and resources to carefully selecting partners for each sales strategy, rather than engaging with multiple partners at once.