by Hernan Vera | Apr 18, 2022 | Sales Enablement, Sales Solutions
Coaching gets a lot of press and hype because sales performance improves with consistent coaching. Most salespeople need sales manager coaching, similar to elite athletes who need it from their coaches. The difference is that elite athletes realize that coaching is...
by Hernan Vera | Apr 11, 2022 | Sales Enablement, Sales Solutions
Hiring a salesperson can be an expensive endeavor. Hiring new sales talent to accelerate growth may appear straightforward. However, many companies fall short in keeping talent and getting them to produce an acceptable level of revenue within 12 months. Getting new...
by Hernan Vera | Mar 28, 2022 | Sales Enablement, Sales Solutions
When B2B sales organizations focus on activity-based metrics, the activities often don’t align with consultative and strategic opportunity pursuit sales motions. While activity-based metrics have some value, an over-emphasis on quantity rather than quality often...
by Hernan Vera | Mar 21, 2022 | Sales Enablement, Sales Solutions
Fewer than 25 percent of organizations achieve their cross-selling objectives, based on our experience and independent studies. Cross-selling is one of the most effective ways to increase revenue because it’s easier to sell to existing customers than new ones....
by Hernan Vera | Mar 7, 2022 | Sales Enablement, Sales Solutions
Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that leveraging existing relationships to meet new contacts may cause injury to the relationship. Account...
by Hernan Vera | Feb 21, 2022 | Sales Enablement, Sales Operations
One reliable strategy for achieving a more predictable B2B close date and win rate is to improve how a deal moves through the sales process and maintains momentum The Sales Cycle definition is the time it takes to get to a “Yes” or a...
