by Hernan Vera | May 21, 2019 | Sales Operations, Sales Solutions
Edward Deming said: “In God we trust. Everyone else brings data.” I’ve observed many sales and marketing leaders make strategic or structural organizational decisions based on personal experience, or confidence in other’s opinion from personal...
by Hernan Vera | Apr 23, 2019 | Sales Operations, Sales Solutions
Sales Transformation is a strategy that focuses on remaking the sales organization to deliver growth, profitability and strengthen customer loyalty. It isn’t in technique or even in approach. It’s in PURPOSE. If done well, it will touch on every part of the...
by Hernan Vera | Apr 16, 2019 | Sales Operations, Sales Solutions
“What gets measured gets managed” is a longstanding business saying. In early 2017, a Fortune 500 client of ours had 175 outside salespeople covering a territory in New York City, Manhattan from 57th avenue, south to Wall Street in early 2017. By the end of 2018,...
by Hernan Vera | Mar 19, 2019 | Demand Generation & Lead Management, Marketing Solutions
I’ve been startled by the lack of willingness of marketing teams to experiment with initiatives outside of traditional email and content marketing. This default to “do what we know” mentality is a blind spot for businesses that want to grow,...
by Hernan Vera | Mar 18, 2019 | Sales Enablement, Sales Solutions
If you’ve invested significant time, effort, resources, and money to launch and deploy your CRM yet the ROI appears elusive or lower than you expect, it’s time to reboot your CRM. What are some of the common causes of low ROI that we encounter? The Lead, Account, and...
