by Hernan Vera | Mar 27, 2018 | Sales Enablement, Sales Solutions
Every client we work with invests significant time and resources to help their sales and marketing teams present and sell value to current and prospective customers. They develop Total Cost of Ownership (TCO) models, and other tools to demonstrate how their product...
by Hernan Vera | Mar 6, 2018 | Sales Enablement, Sales Solutions
In our view, many organizations struggle with Account Planning because they’ve established overly ambitious Account Plan completion goals (often to get them all done by a specific date) but spend little time reviewing the Account Plan and even less time managing the...
by Hernan Vera | Feb 20, 2018 | Sales Enablement, Sales Solutions
The most common decision we’ve seen clients struggle with when considering deployment of an inside sales organization is “Do we let the inside sales teams close deals on their own, or do we have them engage a field sales rep to close the deal?” We have a simple and...
by Hernan Vera | Jun 13, 2015 | Sales Enablement, Sales Solutions
Account planning is hard. Once you master it, however, the outcomes are extraordinary. A wise soul once said, “If something seems too hard to do, then it’s probably worth doing.” This is a sentiment I often hear echoed by companies undertaking strategic account...
