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,...
by Hernan Vera | Mar 6, 2023 | Sales Enablement
Sales Effectiveness and Sales Efficiency are not interchangeable. The differences are subtle, but they significantly impact sales strategy execution. Peter Drucker, the father of modern management theory, sums it up nicely: “Efficiency is doing things right;...
by Hernan Vera | Feb 13, 2023 | Sales Enablement
Account Managers often struggle to grow and retain revenue, particularly during economic uncertainty. Here are four common mistakes that contribute to customer churn and prevent realizing the full potential of account relationships. 1. Unable To Transition From...
by Hernan Vera | Oct 31, 2022 | Sales Enablement, Sales Solutions
Sales professionals know that asking the right discovery questions is key to advancing the sales process. But what are the right discovery questions? The purpose of discovery questions is for salespeople to conduct valuable conversations with multiple influencers...
by Hernan Vera | Oct 10, 2022 | Sales Enablement, Sales Solutions
If you or someone on your team manages a key customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Customer relationships are often at risk due to a limited number of meaningful relationships at higher levels...
