by Hernan Vera | Sep 10, 2019 | Sales Enablement, Sales Solutions
I’ve worked with companies in more than a dozen industries. There are three metrics I’ve seen that consistently elevate sales results – Average Deal Size, Win Rate, and Active Pipeline Size. If you can help your sales team improve one or more of...
by Hernan Vera | Aug 13, 2019 | Sales Enablement, Sales Solutions
In most B2B organizations, driving revenue from existing accounts is typically easier than acquiring new customers. So why do many organizations struggle with embedding Account Planning into the sales and business process? We’ve seen how well-developed account...
by Hernan Vera | Aug 6, 2019 | Sales Enablement, Sales Solutions
Companies invest in in-person sales training for one reason – to grow revenue and improve margins. So why do so many companies question the impact of in-person sales training? In-person sales training is expensive, yet most companies believe it has advantages...
by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Enablement, Sales Operations, Sales Solutions
It’s common to discover that a large or key account’s growth stalls, or that the account has become at-risk. To mitigate these situations, we recommend adding account cadence, or an account governance plan to your account plans. Account cadence are a series of ongoing...
by Hernan Vera | Mar 18, 2019 | Sales Enablement, Sales Solutions
If you’ve invested significant time, effort, resources, and money to launch and deploy your CRM yet the ROI appears elusive or lower than you expect, it’s time to reboot your CRM. What are some of the common causes of low ROI that we encounter? The Lead, Account, and...
by Hernan Vera | Mar 18, 2019 | Sales Enablement, Sales Solutions
If your organization’s frontline sales manager can view in your CRM the amount of time an Opportunity dwells in its current sales stage, you’ve taken the first step to unleashing the power of the Stage Duration metric.We’ve worked with a cross-section of clients in...
