by Hernan Vera | Mar 18, 2024 | Sales Operations
Many years ago, a trend in IT Outsourcing was coined “my mess for less.” It was a simple arbitrage of moving functions to a 3rd party provider with lower fixed and variable costs. In outsourcing businesses beyond IT (logistics & transportation,...
by Hernan Vera | Mar 4, 2024 | Go-to-Market Strategy
“Things that matter most should never be at the mercy of the things that matter least.” — John Wolfgang von Goethe. Business leaders expect their sales and marketing organizations to effectively execute the critical motions for the success of the go-to-market plan....
by Hernan Vera | Feb 19, 2024 | Go-to-Market Strategy, Sales Operations
An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips that are sure to make an impact in shortening the sales cycle. So...
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...