• Why Salespeople Can’t Win By Doing Too Much “Firefighting”

    Salespeople Are Doing Too Much “Firefighting” Territory management is when salespeople target customers based on defined attributes like size, geography or industry. The main goal is to segment and maximize productivity by reaching out and making calls.  For example, salesperson A could qualify accounts in industry A, while salesperson B could do the same for

    September 9 2020
  • How To Collaborate Digitally With Your Partners

    Beginning a partnership seems easy, but creating a strong business relationship is another story.  Building a successful partnership takes time and effort. During a recession or economic slowdown, it’s challenging to cooperate and brainstorm solutions. More importantly, the rise of remote communication technologies makes it harder for businesses to establish genuine accountability and commitment.  Having

    August 11 2020
  • The Business Relationship Productivity Imperative with Mark Smith

    Multiple businesses were crippled by the pandemic in 2020. Millions were left unemployed due to the recession. Businesses are also operating with limited financial resources.  Amid all the chaos, the one thing that we can’t replace is time.  Businesses have to ensure that they’re strategically partnering with businesses and getting the most out of these relationships. 

    August 4 2020
  • 4 types of Sales Objectives for a better business plan

    Salespeople aren’t focused on the company’s key objectives. Salespeople peoples objectives are not often linked to the company’s objectives.  A company’s objectives may be to achieve X profit by the end of the year. However, resellers, brokers and sales agents have distinct procedures and goals to deliver results in the most efficient way — and

    July 27 2020
  • BRM Academy: Get access to the online videos and certification!

    With the BRM Academy, we want to teach people about business relationships because a lot of content on the internet is quite outdated. Are you ready to build stronger relationships with your business partners? What can you expect? A specialized track for Account Managers, Sales Managers, and Partner Management. How to make and optimize a working

    July 13 2020
  • Why CRM Tools Have Failed Sales Teams?

    Technology has given rise to new tools and innovations that make the sales process easier. Today’s sales teams have a wealth of data available at their fingertips.  This lets sales leaders control the sales process and understand how they can improve the performance of their indirect sales.  If we’re going to compare controlling a salesforce to

    May 6 2020
  • Can You Do Better As A Channel Account Manager?

    Can You Do Better As A Channel Account Manager? Effective channel account managers develop long-lasting relationships with their partners.    They must have the ability to engage in meetings and form communities that enable partners to increase sales.  When their partners experience problems, they should establish solutions and be responsive — but the job isn’t merely

    February 11 2020
  • How to write powerful emails? The Pyramid Principle way

    One of the most frequently used digital tools is emailing, right? Before I launched Qollabi, I had a consultancy firm where I learned about efficient communication, methodology and different ways to structure an email.  One of the methodologies and powerful ideas I’ve constantly used was the use of Barbara Minto’s Pyramid Principle which was developed by

    January 31 2020
  • How to rationalize your channel incentive program investment

    Many companies find that determining their incentive program investment can be a daunting task. Where do you begin? How will you rationalize the money you spent? In this blog, we’d like to share six steps that can help companies optimize their incentive spend, based on what we’ve learned from Accenture.    Step 1: Be Clear

    November 27 2019
  • What if You Don’t Have a BRM Tool?

    BRM – known as Business Relationship Management – is a business software that allows you to segment your brokers, resellers, intermediaries, and sales partners based on criteria like turnover and account type.  Using BRM software not only lets you conduct sales management effectively. It can also be used by your relationship and channel partner managers

    October 25 2019
  • 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

    October 1 2019
  • High-Tech Companies Are Overspending on Sales Channel Incentive Programs

    According to an article I’ve read by Accenture, high-tech companies are overspending more than 10% when it comes to sales channel incentive programs. Accenture also explained that about 80 percent of the turnover for high-tech companies are from indirect sales channels. In addition, 3 to 5 percent of the revenue is attributed to sales channel incentive

    September 11 2019
  • How to Create Commitment With Your Business Partners or Intermediaries

    How will you foster commitment to your sales relationship? Will you just randomly connect with various business partners or intermediaries, and hope that you’ll eventually get a commitment? If hope is how you plan to build relationships, then you’re in for a tough ride. Hope is not a strategy. When you connect with your business

    August 13 2019
  • What Business Partners in Financial Services Expect from Headquarters

    Whenever you work with your business partner it’s often crucial to set expectations. You want to be clear about the tasks that they’ll accomplish as a part of the collaboration, but at the same time, you also want to understand what they expect from your business. Understanding partner expectations is important for those that want

    June 4 2019
  • How to Stay On Top Of Mind With Your Partner?

    A lot of channel account managers find it difficult to stay on top of mind with their partners. After all, it’s not easy to build relationships and keep in touch with your clients. We know that we should follow-up but many tasks throughout the day prevent us from doing so. The good news is staying

    May 17 2019
  • How To Be More Efficient With Your Time As An Account Manager

    Time is money, especially for an account manager. You can be stuck in traffic whilst filling out your CRM and fulfilling administrative tasks. You might be receiving calls from your partners in the middle of lunch or dinner. While you might not be paid for entertaining your sales partners, it’s all part of the job.

    April 24 2019
  • Tech-pioniers zien potentieel Qollabi (NL)

    De Brusselse startup Qollabi, gespecialiseerd in business relationship management, kan een paar grote namen onder haar investeerders rekenen. Toon Coppens, Jonas Dhaenens (onze It Personality of the Year), Lorenz Bogaert, Wim Derkinderen en Boris Bogaert zagen het potentieel. Qollabi (voorheen Howaboutsales) startte ooit als een‘zijproject van ondernemer Frie Pétré. Als stichter van het managementadvieskantoor VODW

    March 28 2019
  • Bekende technamen investeren in Brusselse start-up Qollabi (NL)

    Het softwarebedrijf Qollabi is nog klein, maar kon al een paar ronkende namen binnenhalen als klant. Met de steun van de techondernemers achter Combell, Netlog en Xpenditure. Bedrijven zetten steeds vaker software in om de relaties met hun klanten te digitaliseren. Nu dat segment van de markt redelijk uitgebouwd is, zijn ze klaar om ook

    March 27 2019
  • How to Create Great Account Plans?

    Account plans help you build a blueprint to make sure that no project, partner or customer is left ignored. It ensures that you have a set of action steps to accomplish your objectives. For example, what does your sales team need to persuade your partners and customers? How will you increase sales? Which are the

    March 14 2019
  • How to Find a Great Channel Account Manager?

    Channel account managers (CAMs) are the company’s front-line ambassadors. They juggle several indirect sales partners and work closely with in-house marketing teams to create training programs, marketing materials and incentive programs that drive revenue and growth for your company. It’s a vital position however hiring an efficient and committed account manager is another story altogether.

    February 25 2019
  • Why Should You Make An Account Plan?

    Why Should You Make An Account Plan? Account plans are often used to provide structure for sales and create a blueprint for you and your customer’s success. A lot’s been written about how to create good account plans and their characteristics. We’re sure you’ve created your own account plan before the end of last year,

    January 29 2019
  • The Road To Results

    How to achieve great business results? In one of our videos, I’ve explained the common dysfunctions of a business relationship. There’s trust, fear of conflict, lack of commitment, accountability and attention to results. Today, I want to discuss how you can put this into practice in your organization. Let’s start with a few observations. We

    January 3 2019
  • How to Add Value to Your Partners

    How do you improve your relationship with your partners? I often hear from sales managers and account managers that their sales partners are only interested in more commission. Of course, every business and entrepreneur is interested in increasing their profits, right? But it’s not the only way to increase the value of your business relationship.

    December 4 2018
  • What business partners expect from account managers and how BRM can help

    Qollabi offers an easy-to-use Business Relationship Management (BRM) software that businesses can use to plan, collaborate and measure indirect sales relationships. We support successful companies and companies of the future who engage in digital collaboration with their customers and intermediaries. Our software needs to be accessible and efficient for intermediaries. Building a healthy, mutually beneficial

    November 29 2018
  • How to Create a Great Partner Experience

    Many companies struggle to create good experiences and relationships with their indirect sales partners. How do you find the best partners to work with? How do you create a great partner experience? How do you create an effective indirect sales strategy? We asked Arjen Ingenbleek, Sales Director for Modular Lighting Instruments, a company that is

    November 13 2018
  • 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
  • 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
  • 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
  • 3 Things about price setting you should help your intermediaries with

    As you may know, pricing setting operates in complex ways and depends on a bunch of other factors, not only cost and profit. Our team applied these tips and had a huge benefit, so here are 3 things you should know about prices to boost your sales. -Pay attention to the way prices are presented.

    October 23 2016