by Hernan Vera | Aug 11, 2020 | Sales Enablement, Sales Solutions
Four Options To Develop More Senior-Level Account Contacts This post is the second part of a two-part series – Growing Relationships Around and Above Your Key Contacts. Assuming you’ve completed the research and planning we prescribed in part one of this...
by Hernan Vera | Aug 4, 2020 | Sales Enablement, Sales Solutions
For more B2B Account Planning Tips, Click Here to Subscribe to Two-Bullet-Tuesday “It is not enough to do your best. You must know what to do, then do your best.” – W. Edwards Deming B2B Account Planning Tips: Our experience shows...
by Hernan Vera | Aug 13, 2019 | Sales Enablement, Sales Solutions
In most B2B organizations, driving revenue from existing accounts is typically easier than acquiring new customers. So why do many organizations struggle with embedding Account Planning into the sales and business process? We’ve seen how well-developed account...
by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Operations
Leadership, is not the same as involvement. It is incredibly hard to institutionalize Account Planning within an organization without the direct involvement of the senior-most leaders in the organization. The reasons it’s incredibly hard are straight-forward: Sales...
by Administrator | Feb 27, 2019
Account Planning Sales Solutions Sales Operations Account Planning Long-term success begins with a plan Account planning is a critical practice for high-performing sales organizations, but most sales organizations would prefer to skip planning and go straight to...
