by Hernan Vera | Apr 22, 2024 | Sales Enablement
When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Traditional thinking tells us to focus on salesperson investments because they represent the larger population and...
by Hernan Vera | Apr 1, 2024 | Sales Enablement
Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different, yet many firms focus most of their attention on the...
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...