by Hernan Vera | Apr 5, 2022 | Marketing Solutions, Sales Solutions
B2B in-person conference events are getting back into the sales and marketing initiative mix, so it’s time for a best practices refresher on conference follow-ups. Conference attendance is a blur of activity — flights, multiple days of networking,...
by Hernan Vera | Mar 28, 2022 | Sales Enablement, Sales Solutions
When B2B sales organizations focus on activity-based metrics, the activities often don’t align with consultative and strategic opportunity pursuit sales motions. While activity-based metrics have some value, an over-emphasis on quantity rather than quality often...
by Hernan Vera | Mar 21, 2022 | Sales Enablement, Sales Solutions
Fewer than 25 percent of organizations achieve their cross-selling objectives, based on our experience and independent studies. Cross-selling is one of the most effective ways to increase revenue because it’s easier to sell to existing customers than new ones....
by Hernan Vera | Mar 14, 2022 | Marketing Solutions, Marketing Strategy
B2B referral marketing is a simple concept, but it’s not easy to do. If your organization doesn’t have a formal referral marketing program, it’s missing out on one of the best and most trusted marketing approaches to revenue growth. Suppose a...
by Hernan Vera | Mar 7, 2022 | Sales Enablement, Sales Solutions
Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that leveraging existing relationships to meet new contacts may cause injury to the relationship. Account...
