by Hernan Vera | Mar 6, 2018 | Sales Enablement, Sales Solutions
In our view, many organizations struggle with Account Planning because they’ve established overly ambitious Account Plan completion goals (often to get them all done by a specific date) but spend little time reviewing the Account Plan and even less time managing the...
by Hernan Vera | Feb 27, 2018 | Marketing Operations
I was cleaning up an over-stuffed bookmarks folder in my Internet browser and came across a prescient blog post from 2014 that featured a bunch of marketing automation stats from diverse sources. The stats themselves, taken individually, aren’t particularly eye...
by Hernan Vera | Feb 20, 2018 | Sales Enablement, Sales Solutions
The most common decision we’ve seen clients struggle with when considering deployment of an inside sales organization is “Do we let the inside sales teams close deals on their own, or do we have them engage a field sales rep to close the deal?” We have a simple and...
by Hernan Vera | Feb 3, 2018 | Sales Operations, Sales Solutions
Account Planning is one of the top initiatives that most companies recognize as essential to customer growth, and fundamental to up-selling and cross-selling your company’s services and solutions. So why is it so difficult to institutionalize account planning, in...
by Hernan Vera | Jan 25, 2018 | Marketing Solutions, Marketing Strategy
Pursuit Marketing, is a less prominent, hyper-focused technique used to develop critical understanding of and rapport with decision makers. The essence of making Pursuit Marketing work is the leverage of combined marketing and sales insight to create highly targeted...
