by Hernan Vera | Sep 30, 2024 | Sales Enablement
If your organization is on a calendar year-end, 64 working days are left. If you’re sweating about achieving your goals, you might wish for a Q5. In my experience, if you are sweating Q4, the highest percentage option is to focus on a defined list of deals that will...
by Hernan Vera | Sep 16, 2024 | Sales Operations
Salespeople often overlook the most significant consideration for a customer or prospect to say “Yes” to their proposal – The Risk and Cost of Change. Empower your sales teams to strategically discuss the risk of change early in the sales cycle. This proactive...
by Hernan Vera | Aug 19, 2024 | Sales Enablement, Sales Operations, Sales Solutions
This year, many B2B firms need help meeting or exceeding their sales and revenue targets. This three-part series outlines high-impact initiatives that can have a durable impact on revenue growth. “Data, I think, is one of the most powerful mechanisms for...
by Heather Jenkins | Jul 9, 2024 | 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 | May 21, 2024 | Sales Enablement
B2B sales professionals recognize gaps between a client’s desired and current state. So why do sales leaders often skip the diagnostic part when diagnosing sales team performance issues and instead focus solely on the results versus quota at the end of the year?...
by Hernan Vera | May 6, 2024 | Sales Operations
The economy appears buoyant for some industries, yet many companies are experiencing customer defections and revenue loss at a rate that concerns the C-suite. Line of business and sales leaders readily offer reasons for losing a customer or revenue stream, but they...
