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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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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