Why More Sales Reports Don’t Boost Sales Performance

The sales data that we need is right at our fingertips.  Salespeople have an abundance of CRMs (Customer Relationship Management), BRMs (Business Relationship Management) and PRM (Partner Relationship Management) tools that they can rely on. CEOs and executives can even get a weekly overview of the performance and progress of each team through hundreds of […]

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How Channel Account Managers Can Build The Right Partner Business Plan

Channel account managers using a territory management process often build partner business plans and have a list of partner leads that they can contact on a regular basis.  Whether they’re targeting partners from a specific industry, location, or company, they’ll manage to collect email addresses and contact numbers to cover their sales territory.  Unfortunately, not […]

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How to build a roadmap for business transformation in the sales industry

In our previous blog posts, we discussed the importance of building strategic alliances and getting an overview of your channel operations. For the next stage, we’ll teach you how to execute the ideal business transformation. To get your desired results, conduct a pragmatic gap-analysis and a one-page roadmap—then get your partners and stakeholders involved. Let’s […]

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Why Indirect Sales Will Help You Grow In 2021

A new year means new goals and preparation for channel organizations. Hence, we’re going to walk you through some building blocks to get your channel organization right for the upcoming year.  To start 2021 with a bang, we interviewed Edwin Rubens—Founder and Owner of Channel Concept Company. He is a channel expert with an impressive […]

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Static Is Dead! Long Live Dynamic Business Relationship Management

How do you make business and partner plans today? In the past, business relationships and channels were solely confined to transactions.  Today, business relationships have evolved into something more. Modern partnerships involve brand awareness, market penetration, lead generation, product adoption among many others.  So, how do you upgrade your current business relationship management model? In […]

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Comment mieux gérer les leads avec vos partenaires?

Selon de récentes statistiques en matière de cold calling, seul 1% des appels aboutissent à un rendez-vous. Ce rendez-vous est par ailleurs l’une des nombreuses étapes avant une potentielle vente. Dans un monde de plus en plus compétitif, la gestion des leads devient donc un enjeu crucial pour se distinguer. Avec nos deux intervenants Frie […]

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Mystery Shopping and Partner Journey: Why and What Is It?

Secret shoppers or mystery shoppers are employed by companies or retailers to shop their own products or services. In the context of B2B and partner management, a mystery shopper lets companies get an accurate evaluation of their customer service and understand how their end-customers experience the partner journey. Now, how can mystery shopping be useful […]

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