by Hernan Vera | Dec 4, 2023 | Sales Operations, Uncategorized
This is my last 2-Bullet Tuesday of 2023, so you can focus on finishing the year strong. We’ll be back the second week of January. Until then, I wish you and yours a happy, safe, and restful holiday season. If your company is on a calendar year-end, there are 18...
by Hernan Vera | Nov 20, 2023 | Sales Enablement, Uncategorized
Body language accounts for 55% of communication, while words account for only 7%. So, minor improvements in body language can lead to significant improvements in communication effectiveness and enhance or inhibit connection with customers and prospects. In this post,...
by Hernan Vera | Nov 6, 2023 | Sales Enablement, Uncategorized
B2B Sales Discovery Calls done well can be the cornerstone for success in acquiring new clients. A Discovery Call with a prospect should not be a scripted effort or an attempt to get answers to a list of qualifying questions. Asking the right questions at the start of...
by Hernan Vera | Oct 2, 2023 | Sales Enablement
Multiple studies and our experience with clients confirm that prospecting is the most important and hardest step in the sales process. Salespeople have more tools, methods, and resources to engage with prospects than ever. Yet, prospecting appears more challenging...
by Hernan Vera | Sep 18, 2023 | Sales Enablement
Sales teams often struggle to change because change is hard. These lines from the movie “Money Ball” capture the spirit of this post: Scott Hatteberg: I’ve only played catcher. I don’t know how to play first base. Billy Beane: Don’t...
by Hernan Vera | Aug 14, 2023 | Sales Operations
If you are a salesperson or sales leader and aren’t doing this, you’re missing an opportunity to improve sales performance. Most salespeople and sales leaders don’t review recordings and transcripts of virtual sales calls, so they aren’t able...
