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 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 | 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...
