• 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 in your sales relationship? Will you just randomly connect with various 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 partners

    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
  • 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 its 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

      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. As much

    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