• 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 sales partners expect from account managers and how BRM can help

    Howaboutsales offers easy to use Business Relationship Management (BRM) software to plan, collaborate and measure indirect sales relationships. We support winning companies, companies of the future who engage in digital collaboration with their customers and intermediaries. Of course, we also want our software to be as accessible and efficiently as possible for intermediaries as well.

    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
  • How to Start Working With an Indirect Sales Channel

    With direct sales, your company has complete control over the sales strategy. You get the leads, move them across the pipeline, and influence them to buy the product. You know everything about the sales plan and you have a direct relationship with your customers or clients. With indirect sales, intermediaries make money on what you

    July 3 2018
  • How to follow-up with your channel sales partners, intermediaries and channel account managers?

    Your indirect sales partners (channel partners, intermediaries, resellers and brokers) have several tasks to accomplish. They don’t exactly work under your company, nor do they work in the same office. This makes it tough to create and follow-up on sales plans and sales strategies because sometimes your emails and notifications get to the bottom of

    June 18 2018
  • The Importance of Indirect Sales Across Different Industries in Europe

    The Importance of Indirect Sales Across Different Industries in Europe A study by students from the Rotterdam School of Management The assessment of indirect sales management efficiency involves four building blocks: 1. Analyse 155 companies who had an indirect sales strategy were analyzed 3. Support and execute 4. Monitoring The Importance of Four Building Blocks Across

    June 12 2018
  • 4 Benefits of an Indirect Sales Channel and How to Leverage Them

    Nowadays, indirect sales channels are under pressure in various industries because of fierce competition and because online sales are here to stay. That’s why, in recent years, many companies have started to look more critically at indirect sales channels. They wonder whether they should start an indirect sales channel or whether they should cut back

    May 25 2018
  • The Future of Indirect Sales

    “The world is changing. Markets have crashed. Jobs have disappeared. Industries have been disrupted and are being remade before our eyes…It’s all crumbling down. In every part of society, the middlemen are being pushed out of the picture” — James Altucher Today, economists and philosophers are debating the impact of Artificial Intelligence (AI), chatbots and

    May 16 2018
  • 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

    March 1 2018