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...
by Hernan Vera | Sep 12, 2022 | Sales Enablement, Sales Solutions
It’s no secret that the first step of the sales process is often the most difficult – much of selling success hinges on a sales professional’s ability to lead an effective first conversation. This blog post will discuss how to successfully navigate...
by Hernan Vera | Aug 15, 2022 | Sales Enablement, Sales Solutions
This post is the 200th edition of 2-Bullet Tuesday!!! Thank you for being a valued reader and sharing the content you like with friends and colleagues. One of the most critical steps in the sales process is discussing the budget or price with potential clients. Many...
