Why Should You Make A Partner or Account Plan?
Why Should You Make A Partner or Account Plan? Partner and account plans are often used to provide structure for sales and create a blueprint for you and your partner’s success. A lot’s been written about how to create good partner or account plans and their characteristics. We’re sure you’ve created your own account plan […]
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Partner & Account Planning The Right Way For Account Managers In Indirect Sales
Partner & Account plans are key for your account managers and indirect sales partners. But how do you ensure that a partner & an account plan is not just paperwork by the end of the year? What do you need to do to make this administrative process significant? In this article, we’ll discuss the common […]
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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 get a comprehensive overview of channel operations & get everyone on the same page
Too many meetings are spent on long debates to solve channel operations issues. Team members could emphasize the same point over and over again and you may struggle to get everyone on the same page. In the end, precious time is lost and the discussion does not lead to a noteworthy conclusion. This situation could […]
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Why You Need To Focus On Building Strategic Alliances In The New Era Of Sales
Traditional sales models are outdated in the current era. In recent years, we’ve seen a rapid change in the sales industry brought about by technological advancements and the innovative business landscape. According to insights from Bain & Company, here are some of the major developments in the modern sales industry: A digital footprint is a […]
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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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