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,...
by Hernan Vera | Apr 10, 2023 | Sales Enablement
The goal of sales training initiatives is to grow revenue and improve margins. However, organizations struggle to prove that training initiatives deliver the desired results. Before investing in sales training initiatives, it’s essential to benchmark current...
by Hernan Vera | Apr 3, 2023 | Sales Enablement
Now, and forever it will be just Sales. We’ve heard from clients through 2022 and 2023 that while in-person selling remains valuable, virtual selling skills are critical to prospecting and shortening the sales cycle. To optimize the balance between virtual and...
by Hernan Vera | Mar 27, 2023 | Sales Enablement
If your organization lacks confidence in the accuracy and health of the Sales Pipeline, having the appropriate fields on the Open Sales Pipeline Report is the first step. To better understand a team’s sales pipeline and progress toward goals, the Open Sales...
by Hernan Vera | Mar 20, 2023 | Sales Enablement, Sales Operations
If there’s friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The success of customer-facing organizations depends on their ability to manage the customer experience effectively,...
