by Hernan Vera | Nov 7, 2022 | Marketing Solutions, Sales Solutions
Every business wants to increase its customer base while decreasing the number of customers who leave. It can be a daunting task. This blog post will discuss the steps your organization can apply to identify, measure, and reduce customer churn. Step 1 – Track...
by Hernan Vera | Oct 17, 2022 | Marketing Solutions, Sales Solutions
Sales teams often face execution challenges, including: – Poor sales process adoption- Selling to accounts outside the target market or ideal customer profile- Inconsistent proactive sales activities- Lack of confidence in conducting deeper discovery...
by Hernan Vera | Oct 3, 2022 | Marketing Solutions, Sales Solutions
Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other...
by Hernan Vera | Sep 26, 2022 | Marketing Solutions, Sales Solutions
Lead management is the process that unites marketing and sales efforts. Despite its importance, lead management often falls short. According to a report from The Economist Intelligence Unit, only 22% of B2B organizations feel they are effective at lead management. One...
by Hernan Vera | Aug 8, 2022 | Marketing Operations, Marketing Solutions
Ad hoc marketing helps B2B marketing teams fill gaps in a marketing schedule, but ad hoc marketing is not a model that drives optimal marketing results and ROI; rather, the opposite. Ad hoc marketing consumes more time and money than a solid marketing plan and...
by Hernan Vera | Jun 13, 2022 | Marketing Solutions, Sales Solutions
Building a business case for change is the essence of B2B selling. An initial value proposition enables salespeople to effectively communicate the value (business case) of a potential solution in a manner that accelerates the sales cycle. For...