by Hernan Vera | Sep 28, 2020 | Sales Enablement, Sales Solutions
Let’s assume that your organization’s active Pipeline has increased significantly (let’s say 50% to 75%) over a period of six months… You haven’t added salespeople, sales leaders, or sales support resources during the same period. There are more and more...
by Hernan Vera | Sep 21, 2020 | Sales Enablement, Sales Solutions
Most sales organizations have a treasure trove of ideal prospects and business intelligence under their collective noses, but they don’t leverage it! If your organization has used its CRM system for years, provided that there has been a semblance of pipeline...
by Hernan Vera | Aug 31, 2020 | Sales Enablement, Sales Solutions
Sales leaders tend to be more comfortable telling salespeople what to do, instead of coaching salespeople to recognize and develop options to address internal or external selling situations. SALES LEADER COACHING TIPS: This post provides a high-level roadmap for sales...
by Hernan Vera | Aug 11, 2020 | Sales Enablement, Sales Solutions
Four Options To Develop More Senior-Level Account Contacts This post is the second part of a two-part series – Growing Relationships Around and Above Your Key Contacts. Assuming you’ve completed the research and planning we prescribed in part one of this...
by Hernan Vera | Aug 4, 2020 | Sales Enablement, Sales Solutions
For more B2B Account Planning Tips, Click Here to Subscribe to Two-Bullet-Tuesday “It is not enough to do your best. You must know what to do, then do your best.” – W. Edwards Deming B2B Account Planning Tips: Our experience shows...
by Hernan Vera | Jun 23, 2020 | Sales Enablement, Sales Solutions
We conducted a virtual interactive coaching workshop with a technology client’s sales team on how to improve the outcomes of sales calls and meetings. These workshops often involve video role-play simulations so salespeople can hear things they say during...
