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Sales Edge Co-Selling Automation
Sales Edge Co-Selling Automation

Engage in repeatable co-selling workflows for partner managers and sales reps with Sales Edge Co-Selling Automation.

Joy Rudnick avatar
Written by Joy Rudnick
Updated over a week ago

In this Article:

screenshot in Crossbeam showing Co-Selling Templates

Sales Edge’s Co-Selling Automation is the toolkit you need to work more efficiently with your sales reps. Prefer an interactive tour? Click through Co-Selling automation at your own pace here.

✍️ Note

Co-Selling Automation tools are a paid feature offered on the Connector and Supernode tiers. Contact Crossbeam here if you would like to upgrade your account.

Getting Started

Log-in to your Crossbeam account and from the left-side Navigation Menu click on the Co-Sell icon. This will open a new tab for the Sales Edge homepage.

  • Navigate to the settings by clicking the Avatar icon to open the drop-down menu options

  • From the Settings drop-down menu click on the Co-Selling Templates

Gif in Crossbeam showing steps to access co-selling templates in sales edge

Create Co-Selling Templates

Within Sales Edge, you can set up guardrails around which Partners your sales team can reach out to, the questions they should ask, and the context they should provide.

✍️ Note

You must be a Sales Edge Partner Manager to set up Co-Selling Templates.

Add Questions to the Co-Selling Templates

Next, add questions for your sales reps to ask their Partners and select which Partners they can engage with using the templates.

screenshot of Crossbeam showing edit options in co-selling templates

After selecting the Co-Selling Template questions, you can add custom questions by clicking the +Add a question button.

To edit or add a question to the Co-Selling Templates:

  • Click the Edit button next to a template question, in the pop-up module you can change the question and limit specific partners to the question

    • Limit to Specific Partners is an optional step. Type the name in box to add Partners.

      • If you do not assign any partners the question will be visible to your sales team for all partners.

    • Click Save to continue

  • Remove any questions by clicking the red trash can next to the question

  • Toggle the button next to Allow Custom Questions to allow the sales team to create their own additional questions

Once you are satisfied with the templates, click the Continue button.

Gif in crossbeam Sales Edge showing steps to edit or add questions in co selling templates

Add context to Provide to Partners

Next, you can create context prompts so your sales team knows which context to provide their Partners before starting any communication.

screenshot in Sales Edge showing co-selling templates

  • For each item in the table you can type the information directly in the adjacent blank space

  • Click the +Add button to add new talking points

  • Removed information by clicking the red trash can

Be sure to click the Save Changes button to continue.

Gif in Sales Edge showing steps to add context in co-selling templates

Now, when a sales rep sees an open opportunity that could benefit from a Partner assist, they have the templates they need to more forward with the process.

Manage Co-Selling Automation

Open the menu under the Avatar icon and click on the Setting option. In the next window, click the Manage button under the Co-Selling Templates area to edit the templates at any time.

You can also click directly on the Co-Selling Templates under the Avatar to manage the templates.

gif is crossbeam Sales Edge showing steps to manage co-selling templates

Additionally, the Sales Edge Partner Manager can review messages before they are sent from the team or received from the Partner.

  • Click on My Network from the tabs. Select a Partner from the Enabled Partners to manage the Partner information.

  • Select the Inbox Setting button

  • In the pop-up box toggle on or off the Enable Direct Shared Conversations button

    • Enable this option will allow anyone to share conversations and receive messages with the Partner

    • Disable this option and you will be required to review conversation before anyone can send or receive messages with the Partner

Be sure to save all changes you make to the templates.

Salesforce Request Introduction

Request a warm introduction from a partner in Sales Edge through the Crossbeam Salesforce Widget.

In the Crossbeam Salesforce Widget:

  • Locate the partner you want to reach out to and click on the conversation button next to View Detail

    • If a conversation button displays an X, that partner is not available for this feature

  • A new window will open in Sales Edge where you can request warm introductions from a partner

Gif of conversation

Shared Slack Channels

To make the most of Sales Edge’s co-selling functionality, you’ll want to configure your team’s Slack and set up shared Slack channels with your relevant partners.

  • Click here to add Sales Edge Slack App to your Slack environment. If you belong to multiple Slack instances, make sure you are selecting the correct instance using the dropdown in the top right of your screen. (If you don’t have sufficient permissions to install Apps in your Slack instance, you’ll see an option to send a request to your Slack Administrator(s) to approve the Sales Edge Slack App.)

  • You'll need to set up Shared Slack Channels with your partners. If you don’t have existing shared channels, or need additional help on setting up new Shared Slack Channels, reference this how-to Slack document.

  • For private channels you must add the Crossbeam Sales Edge for Slack App to the channel. In your shared Slack channel, select the dropdown next to your Slack channel name and connect the Crossbeam Sales Edge app from the Integrations tab:

  • Once all your shared channels are set up within Slack, you can map them to the relevant partnership within Sales Edge. Click the Settings page under your Avatar.

  • Selected Manage Shared Slack Channels

  • For each partner, you will select the relevant Shared Slack Channel from the dropdown menu. (If you don’t see the channel to select from in Sales Edge, click the refresh button.)

(Please Note: You will not be able to select the channel in Sales Edge or communicate with a partner in the shared Slack channel if your partner has not accepted your invitation yet.)

Now when a sales rep sends a Partner Request with the Co-Selling Templates, a Slack thread is kicked off automatically. Additionally, you will receive actionable Slack alerts to never miss an opportunity.

gif in crossbeam sales edge showing shared slack channels

Screenshot of thread conversation in Slack

The Slack thread will be tracked all within Sales Edge so that you can close the attribution loop and ensure your sales reps get credit for their work with partners.

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