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...
by Hernan Vera | Jun 19, 2023 | Sales Enablement, Sales Solutions
Sales math is easy and provides a big-picture view needed to make business decisions regarding selling efforts. No accounting degree, debit, or credit is required. As we approach mid-year, the Sales Math for your organization’s average sales cycle length is...
by Hernan Vera | Jun 5, 2023 | Sales Enablement
Turbulent market conditions can be an opportunity for companies that prepare and a nightmare for those that don’t. To give your company a competitive edge to thrive during challenging times, develop a Playbook for your marketing and sales organizations that...
by Hernan Vera | May 15, 2023 | Sales Enablement
My Thoughts on Artificial Intelligence (AI) in B2B Sales There’s a good bit of AI in B2B selling already, and the future looks bright! However, crappy CRM data will hinder many organizations from harnessing the power of AI for four reasons: 1. Flawed...
by Hernan Vera | Apr 24, 2023 | Sales Enablement
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of...
by Hernan Vera | Apr 17, 2023 | Sales Enablement
Sales leaders struggle to find the time to coach their salespeople to succeed. Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline,...
