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...
by Hernan Vera | Oct 2, 2023 | Sales Enablement
Multiple studies and our experience with clients confirm that prospecting is the most important and hardest step in the sales process. Salespeople have more tools, methods, and resources to engage with prospects than ever. Yet, prospecting appears more challenging...
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...
