• 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
  • 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
  • The 5 dysfunctions of a Business Relationship

    The 5 dysfunctions of a Business Relationship Creating commitment is one of the most heard challenges when talking to companies selling through indirect sales channels. Despite the increased availability of data and tools, companies and account managers still struggle to obtain powerful business relationships leading to unpredictable results. Here are three of the main frustrations

    February 20 2018
  • Objective Setting Done Right

    Objective Setting Done Right Objectives are all over the place, definitely when a new year starts. Now, think twice before agreeing on your objectives or targets. Although ‘S.M.A.R.T’ is probably one of the most often used acronyms in business for more 30 years, it just does’nt work. The acronym has done it’s job in pointing

    January 15 2018
  • Getting commitment

    How to plan effectively to get more commitment from your sales network Listening to Account Managers there is always something they say that blocks the road to better cooperation and better results: a lack of commitment. Donald N. Sull, global expert on strategy execution, wrote in Harvard Business Review that “only 9% of managers say

    November 6 2017
  • The importance of segmentation

    How our Sales and Marketing teams experienced the need of segmentation through a game The clueless sales and marketing teams of Howaboutsales were put together in a meeting room on a moody Monday morning of October. They were greeted by the excited CEO of the company, Friedrich Pétré, who started handing out cards to the

    November 6 2017
  • 5 Tips to improve your presentations for your intermediaries

    With hundreds of medications in the market, Pharm Ltd. needed a proper method to predict and manage their inventory. Using a mean absolute percentage analysis (MAPE), the teams defined appropriate levels for raw materials and finished products by mapping.

    January 10 2017
  • 3 Things about price setting you should help your intermediaries with

    As you may know, pricing setting operates in complex ways and depends on a bunch of other factors, not only cost and profit. Our team applied these tips and had a huge benefit, so here are 3 things you should know about prices to boost your sales. -Pay attention to the way prices are presented.

    October 23 2016