by Hernan Vera | Sep 27, 2021 | Sales Enablement, Sales Solutions
Considerations for thinking differently about managing lead and contact CRM records: Users tend to import more contacts than they can follow-up on Company before individual They’ve left the company Titles can be deceiving Meaningful activity is a leading...
by Hernan Vera | Sep 20, 2021 | Sales Enablement, Sales Solutions
TIPS TO GET MORE SALES COACHING DONE Salespeople learn from observing other salespeople being coached Dissect recorded customer or prospect discovery or proposal meetings Sales leader coaching, when done well, is an activity proven to accelerate individual and team...
by Hernan Vera | Sep 13, 2021 | Sales Enablement, Sales Solutions
Sales Managers’ Responsibilities Fall into Three Different Areas: Performance Management Client Relations Administrative & Corporate During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort...
by Hernan Vera | Sep 6, 2021 | Sales Enablement, Sales Solutions
Earlier this year, I wrote a post titled There Is No More Inside Sales to highlight that outside sales teams need to develop or strengthen their inside selling skills to succeed in virtual selling. The dramatic shift to virtual selling is here to stay, and...
by Hernan Vera | Aug 30, 2021 | Sales Enablement, Sales Solutions
How sales leaders can look beyond the results to position their teams for success: Examine Current Customer Growth Look Into CRM Adoption & Usage Inspect Sales Process Adherence Develop Virtual Selling Skills “Make Hay When The Sun Shines” is a saying...
by Hernan Vera | Aug 23, 2021 | Sales Enablement, Sales Solutions
Discovery Calls & Product Demos Anatomy of a Typical Product Demo Discovery Before Demo If the software is a primary component of your solution offering, the chances are that the number of online demos conducted is a key performance metric. I get it. Demos...
