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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Top 5 of best tools to use for indirect sales in 2021

Top 5 of the best tools to use for indirect sales in 2021 This blog will help you navigate through a strong growth category of channel sales technology in 2021. As the CEO of one of the top BRM tools out there (Qollabi BRM), I believe it’s my duty to help companies navigate through the […]

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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 […]

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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 […]

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