by Hernan Vera | Jul 14, 2020 | Demand Generation & Lead Management
For more Lead Generation Management Tips, Click Here to Subscribe to Two-Bullet-Tuesday Short Answer: Certain parts of BANT are still valuable to lead qualification. One of the most common phrases I hear sales executives in complex B2B environments say is...
by Hernan Vera | Apr 29, 2020 | Demand Generation & Lead Management
Four Factors Contributing to the Lead Generation Crisis for Complex Sales:1. Office Phones Are Not Being Answered2. Emails Are Not Getting Through3. Salespeople Don’t Like Leads From Marketing Automation Systems4. Sales Leaders Are Key to Solving the Crisis Many...
by Hernan Vera | Feb 25, 2020 | Demand Generation & Lead Management, Sales Operations
Want more Info on Who Should Manage the Account? Click Here to Subscribe to Two-Bullet-Tuesday If there’s friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The...
by Hernan Vera | Feb 18, 2020 | Demand Generation & Lead Management, Sales Enablement, Sales Solutions
How to Shorten the Sales Cycle in Four Easy Steps Understand and follow the Sales Process Slow down, ask better questions Test customer understanding for pricing Handle objections early A Sales Process is defined as a series of stages (or steps) that take a buyer from...
by Hernan Vera | Feb 11, 2020 | Demand Generation & Lead Management, Marketing Solutions, Marketing Strategy
Want to Learn Selling to the CIO and How to Get to the CIO? Click Here to Subscribe to Two-Bullet-Tuesday Selling to the CIO – How to Get to the CIO: Next time you send a CIO (or IT Director) an unsolicited email, recognize that you are competing with thousands...
by Hernan Vera | Feb 4, 2020 | Demand Generation & Lead Management, Sales Enablement, Sales Solutions
For more Tips on Diagnosing Sales Performance Issues, Click Here to Subscribe to Two-Bullet-Tuesday Diagnosing Sales Performance Issues: “At the potter’s house, water is served in a broken jug” – Arabic proverb. Tenured B2B sales...
