B2B Sales & Partnerships - Insights from a B2B Sales expert - Laetitia Fall (vendue.fr)

In this new episode of Alliances, I welcome Laetitia Fall, sales strategy consultant and founder of Vendue.fr, the French-speaking reference on B2B closing.

Laetitia co-founded Seekube, which she developed before selling to Hellowork.

With over 10 years of B2B sales experience, she now helps early-stage to scale-up companies improve their closing rates.

Creator of her podcast Vendue and her own YouTube channel (Links below), Laetitia shares her expertise through commercial call reviews, interviews, and precise analyses to decode B2B sales techniques.

Thanks to her unique experience combining direct sales and strategic partnerships, I wanted to understand how salespeople can leverage partnerships to transform their closing approach and accelerate their deals.

In this episode focused on sales and strategic partnerships, Laetitia shares:

• Her feedback on building partnerships at Seekube (schools, companies, B2B/B2C model)

• Why partnerships became her primary acquisition channel on her current predictive AI mission

• Different types of partners: integrators, hosting providers, competitiveness clusters, consultants, deal sources

• Her methodology for categorizing and prioritizing partnerships based on impact and timing

• The human dimension of partnerships: patience, rigor, loyalty vs the urgency of direct closing

• The importance of influence in complex deals: how partners unlock stagnant opportunities

• The art of using partners to obtain critical information: antagonists, decision criteria, company culture

• Why attribution has become secondary: focus on overall influence and revenue team objectives

• Her recommendations for structuring a dedicated partnerships team rather than diluting the role

A strategic episode that reveals how sales and partnerships must work hand in hand to unlock complex deals, reduce sales cycles, and generate ultra-qualified leads you would never have obtained directly.

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🎧 Watch this episode: https://youtu.be/0YVTbjXfylk

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Where to find Laetitia: https://www.linkedin.com/in/laetitiafall/

Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships

To discover Vendue.fr: https://www.vendue.fr

Laetitia's YouTube channel: https://www.youtube.com/@UCQMewWAC5KRC86sJkAdziKw

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I am Maxime Imbert, Fractional Head of Partnerships, I help B2B SaaS and Fintech build and apply their strategy around partnerships to succeed in their Go-to-Market and generate substantial revenue in the medium term.

Evaluate your strategy: https://calendly.com/maxime_imbert/30min

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