Tommy Plumer’s Post

Bare with me, this is a long one. While I was traveling back home yesterday from our great Xtour (.Next on tour) event in Boston and subsequent meetings with customers following, I was listening to AM radio. For those who have grown up with tech (iphone generation) this was my parents "tech" and is still around today. Sometimes you can find some really good content on there. I found a channel where a club in California had a special guest on discussing the challenges that our country is facing with the unwillingness of people today, who have differences, to actually communicate in a meaningful way. Part of that has to do with certain orthodoxy on both sides but a big part of it has to do with the lack of empathy, and moreso, strategic empathy. This really got me thinking about the conversations I have been having together with our teams at a large subset of Enterprise accounts. Let me be very up front here and just say I work in sales. We always try to have an empathetic lens to what our customers are facing. I think what's really missing is strategic empathy, that is having a keen understanding of the impact that problems are having on who your speaking with (emotional intelligence), the ability to view the world from who it is you are working with (perspective) and anticipating needs and wants and this only comes from understanding people and the willingness to do the work and building those relationships. I will admit I have certainly struggled here, but as I work more and more with Enterprises facing these daunting headwinds caused by things beyond and within their control, Broadcom, competitive pressures, doing more with less, etc, strategic empathy is needed more than ever before. At the end of the day, it's about people and building long lasting partnerships that provide value on both sides, that's how partnerships in business are built and, in fact, that's how friendships our built. I see great examples of this watching great sales teams who actually have built these partnerships with their customers and the interaction between the two comes down to one word, trust, and that's how all strong partnerships are built. #strategicempathy #partnerships #trusted #Nutanix

I consider myself a "telecom insider" and in this rare uncensored expose I'm going to share some of the dirtiest secrets of the Channel! Just kidding! I might share a few examples of bad behavior but more importantly my goal in follow up to a recent post I commented on is to further define the reasons a Channel Partner could get removed from of an Indirect Sales Program. As a former Direct Seller, Channel Manager and current Solution Provider over the past 20 years I've seen my share of nefarious behavior. I've seen it from the partners but I've also seen it from the carriers. Recently it's been rumored that a very prominent long standing "Platinum" partner was terminated from a carrier program. We don't know the details and this post is in no way an attempt to speculate. Instead, it's designed to open up a dialogue around the spectrum of behavior across indirect and direct sellers. Where do co-sell programs succeed and why do they fail? How can we align with our direct seller partners without the bad actors and collusions ruining collaboration for all?

Can you relate? You leave the big rah rah, feeling on fire, yet a week later, you're at your desk feeling like work is a grind? It's especially tough when you're staring down a big sales target. Too often, sellers find themselves in a transactional grind. It erodes your spirit, and it's even worse for your business results. This Thursday at noon, I'm talking with Ronak S. (CEO of Lit Vid) about how sales teams can lift themselves out of the transactional grind. We'll be discussing how two organizations leveraged purpose to win their markets, and become best in class sales teams. Link in the comments to join.

TOMORROW! Don’t miss our Fireside Chat with the bestselling author of “Selling With Noble Purpose” Lisa Earle McLeod. Lisa will share how companies can elevate their #sales performance and achieve exceptional results by leveraging their Noble Sales Purpose and moving beyond transactional sales. 🌟 Register today to receive your free copy of Lisa's "Selling with Noble Purpose" videobook ahead of the event. HR/L&D/Sales teams and senior leaders across your organization will also receive complimentary trial access to LIT for Teams enterprise subscription #SellingWithNoblePurpose #NoblePurpose #Webinar #Learning #Videobooks #LearningWithLIT

While the big players and corporates are cutting headcount and moving their sales teams in-house, little ole us are doubling down on what we know works best: building genuine, face-to-face connections. As directors, both myself and Dan Smith understand our business better than anyone. That’s why we’re out there, meeting our customers directly, forging relationships that are stronger, more meaningful, and built to last. When business blends into relationships, amazing things happen: 🤝 Honesty brings loyalty 💡 Loyalty brings business This approach isn’t just a strategy—it’s who we are. And we wouldn’t have it any other way. Here’s to doing things differently and making every connection count. 🚀 #RelationshipsMatter #BusinessGrowth #CustomerFirst

In a world filled with choices, a compelling USP is not just an advantage; it’s a necessity. It empowers businesses to connect with customers, drive sales, and build lasting relationships in an increasingly competitive landscape. —it is the key to your success.

🛠️ Top Benefits of Strategic Partnerships 🛠️ Why strategic partnerships are a game-changer? It helps… 1️⃣ Expand Customer Reach 2️⃣ Access to New Resources 3️⃣ Shared Knowledge & Innovation 4️⃣ Cost-Efficiency Which of these benefits resonates most with you?

It’s the first month of the quarter, a new start, and you’re trying to break into an account.   Out out of nowhere, you get ghosted: 🔹 Your point of contact at the account no longer works at the company   🔹 You have little visibility into who would be using your product, who has the buying power, and what their buying process and timeline is like 🔹 You’re unsure of your prospect’s business priorities and how to best tailor your pitch  Don’t worry, you’re still going to close that deal before the end of your quarter.   You just need a little bit of help. You can get all of that intel and more in just minutes — with a little help from your partners.  Here are the questions to ask to your partner’s sales rep to get the answers you need to close the deal. 👇 https://lnkd.in/eFbESanY

You Have to Understand This: People Don’t Buy from Businesses, They Buy from People. In today’s world, transactions are about more than just products or services. They’re about trust, relationships, and genuine connections. People don’t just want to buy from faceless companies—they want to do business with people they know, like, and trust. The key is showing up authentically and building relationships. When people believe in you, they’ll believe in what you’re offering. Make it personal. Make it real. And the business will follow. #PeopleFirst #BuildRelationships #TrustMatters #GGSalesGroup #SalesInfluencer #HumanConnection #B2BSales #MarketingExcellence

New Year, new goals, and January feels like it's lasting forever! 😅 The truth is, creating new habits—whether personal, mental, or professional—isn’t easy. The secret? Staying consistent and taking it one day at a time. Big changes don’t happen overnight, but small, steady efforts add up to something great. At PhoneBurner, we know how important consistency is—especially for sales professionals. That’s why we make your life easier with tools designed to streamline your workflow, save time, and help you focus on what matters most: closing more deals and building better relationships. Ready to stick to a resolution that’s all about working smarter, not harder? Start your free trial today: https://hubs.la/Q031YFp80