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 | Marketing Solutions, Sales Solutions
Who doesn’t need an additional acronym? So let us introduce…Pragmatic Account Planning (PAP). So what’s so special about the word Pragmatic in the context of Account Planning? In our view, many organizations struggle with Account Planning because they’ve established...
by Hernan Vera | Mar 12, 2019 | Demand Generation & Lead Management, Marketing Solutions, Sales Solutions
For many companies we speak with, the past few years have been “buoyant” for sales and revenue growth. When rising tides lift all boats, it’s easy to overlook your sales organization’s deficiencies and execution gaps. When a recession hits, eventually, will your...
by Hernan Vera | Feb 19, 2019 | Marketing Solutions, Marketing Strategy
For more B2B Content Marketing Solutions, Click Here to Subscribe to Two-Bullet-Tuesday Prospects and customers often value content from you, more than from your marketing team. If you work in B2B sales and your role is inside sales, key account manager,...
by Hernan Vera | Feb 4, 2019 | Marketing Solutions, Marketing Strategy
Here are a handful of best practice Actions to help B2B marketers kick-off 2019 with a bang! Invest in process and remediation efforts to clean up your CRM contact data.“Contact data ages like fish, not wine…it gets worse as it gets older, not better.” — Gregg Thaler...
by Hernan Vera | Jan 16, 2019 | Marketing Solutions, Sales Solutions
Average opportunity or deal size (or average contract value) is one of the top three metrics that can drive your organization’s sales results. Coupled with win ratio and sales cycle, these three metrics are the first step in building your demand waterfall, and a plan...
