I’m always looking for leverage.
In a standard sales motion, your inputs are controllable but capped. If you pitch 20 ideal customers (ICP), you might get 5 replies, 3 calls, and 1 closed deal.
It’s predictable, but it’s a grind.
1 Sale = 1 Customer.
That is 1:1 selling, and it depends entirely on your hard-earned time. This should be 20% of your sales effort while focusing on your top dream 100 customers. (more on this later)
My suggested Shift:
The “Fast pass”
So where do we find the "Fast pass" of growth?
By shifting your target from the customer to the person who already has access to them.
These are your Ideal Partner Profiles (IPP).
This is 1:1:M selling (One-to-One-to-Many). Where I suggest you spend the reamining 80% of your sales time.
When you sell one ideal partner, they become an extension of your sales team, promoting you to their audience 24/7/365.
1 Sale = ♾️ Customers.
Proof?
The leverage is exponential and it compounds over time:
beehiiv: Three years in, thousands of partners drive hundreds of new customers every week. It is one of the company's biggest revenue assets.
Ship 30: With fewer than 20 partners and a program only 4 months old, they are already seeing $50k+ in new deals every month.
Monday.com: Their partner program drives $100M+ per year, making up 10% of total revenue.
AdPros: Just by simply formalizing their partner program and simply sharing with existing customer they were able to drive over 1 million in pipeline value in 30-days from partners.
You Don't Need an "Army"
In high-ticket B2B, you don't need thousands of partners to move the needle.
You just need a handful of quality, active "partners”. This could literally be 5-10 partners.
While AI creates "unknowns" in GTM strategies, a solid partnership program is a "Growth Lever" you can actually control.
It builds a Trust Transfer that cold outreach, SEO, and even paid media simply cannot match.
Let’s build some leverage.
Keep stacking 🧱
TG