• The Importance of Indirect Sales Across Different Industries in Europe

    It’s no secret that for your indirect sales strategy to succeed, you need to engage and manage your relationships with your partners. More engagement equates to more commitment and business alignment, which means more sales for your business. How do you manage multiple indirect sales partners? How can you improve your collaboration with them? To

    August 16 2018
  • CRM vs. BRM vs. PRM? What Should You Get?

    There are three possible solutions that you could acquire for your business. These are CRM (Customer Relationship Management) , BRM (Business Relationship Management) tool,  and PRM (Partner Relationship Management) What’s the difference between these three—and which one do you need? In this blog post, we’ll discuss everything you need to know about these solutions. CRM

    August 3 2018
  • How to Start Working With an Indirect Sales Channel

    With direct sales, your company has complete control over the sales strategy. You get the leads, move them across the pipeline, and influence them to buy the product. You know everything about the sales plan and you have a direct relationship with your customers or clients. With indirect sales, intermediaries make money on what you

    July 3 2018
  • How to follow-up with your channel sales partners, intermediaries and channel account managers?

    Your indirect sales partners (channel partners, intermediaries, resellers and brokers) have several tasks to accomplish. They don’t exactly work under your company, nor do they work in the same office. This makes it tough to create and follow-up on sales plans and sales strategies because sometimes your emails and notifications get to the bottom of

    June 18 2018
  • The Importance of Indirect Sales Across Different Industries in Europe

    The Importance of Indirect Sales Across Different Industries in Europe A study by students from the Rotterdam School of Management The assessment of indirect sales management efficiency involves four building blocks: 1. Analyse 155 companies who had an indirect sales strategy were analyzed 3. Support and execute 4. Monitoring The Importance of Four Building Blocks Across

    June 12 2018
  • 4 Benefits of an Indirect Sales Channel and How to Leverage Them

    Nowadays, indirect sales channels are under pressure in various industries because of fierce competition and because online sales are here to stay. That’s why, in recent years, many companies have started to look more critically at indirect sales channels. They wonder whether they should start an indirect sales channel or whether they should cut back

    May 25 2018
  • The Future of Indirect Sales

    “The world is changing. Markets have crashed. Jobs have disappeared. Industries have been disrupted and are being remade before our eyes…It’s all crumbling down. In every part of society, the middlemen are being pushed out of the picture” — James Altucher Today, economists and philosophers are debating the impact of Artificial Intelligence (AI), chatbots and

    May 16 2018
  • Objective Setting Done Right !

    Objective Setting  Done RIGHT 5 Concrete Ways To Make It Work Why should someone download this ebook? Objectives are all over the place, definitely when a new year starts. Now, think twice before agreeing on your objectives or targets. By reading the e-paper “Objective Setting Done Right” you will learn: How objective setting is teamwork

    March 1 2018
  • The 5 dysfunctions of a Business Relationship

    The 5 dysfunctions of a Business Relationship Creating commitment is one of the most heard challenges when talking to companies selling through indirect sales channels. Despite the increased availability of data and tools, companies and account managers still struggle to obtain powerful business relationships leading to unpredictable results. Here are three of the main frustrations

    February 20 2018
  • Objective Setting Done Right

    Objective Setting Done Right Objectives are all over the place, definitely when a new year starts. Now, think twice before agreeing on your objectives or targets. Although ‘S.M.A.R.T’ is probably one of the most often used acronyms in business for more 30 years, it just does’nt work. The acronym has done it’s job in pointing

    January 15 2018
  • How does segmentation help to achieve your goals?

    How does segmentation help to achieve your goals? Segmentation as part of your account planning Why should someone download this ebook? By reading the e-paper “How does segmentation help to achieve your goals?” you will learn: Why segmentation is important What criteria you need for segmentation What results you can achieve for your organization Get

    November 21 2017
  • Getting commitment

    How to plan effectively to get more commitment from your sales network Listening to Account Managers there is always something they say that blocks the road to better cooperation and better results: a lack of commitment. Donald N. Sull, global expert on strategy execution, wrote in Harvard Business Review that “only 9% of managers say

    November 6 2017
  • The importance of segmentation

    How our Sales and Marketing teams experienced the need of segmentation through a game The clueless sales and marketing teams of Howaboutsales were put together in a meeting room on a moody Monday morning of October. They were greeted by the excited CEO of the company, Friedrich Pétré, who started handing out cards to the

    November 6 2017
  • 4 steps to improve the performance of your indirect sales network

    4 steps to improve the performance of your indirect sales network Learn how to improve the performance of your indirect sales network by these 4 steps Planning Make your long and short term strategy. Check your resource alloccation. Measuring progress Make sure your key objectives and drivers stay aligned with your long term goals Collaborate and

    October 27 2017
  • 5 Tips to improve your presentations for your intermediaries

    With hundreds of medications in the market, Pharm Ltd. needed a proper method to predict and manage their inventory. Using a mean absolute percentage analysis (MAPE), the teams defined appropriate levels for raw materials and finished products by mapping.

    January 10 2017