by Hernan Vera | May 3, 2021 | Sales Enablement, Sales Operations
Many years ago, there was a trend in IT Outsourcing named “my mess for less.” It was simple arbitrage my moving functions to a 3rd party provider with lower fixed and variable costs which drove off-shoring of IT functions primarily to Asia. In outsourcing...
by Hernan Vera | Apr 26, 2021 | Sales Enablement, Sales Solutions
Why do Salespeople Struggle With Prospecting?: Over-reliance on Marketing’s Lead Generation Lack of Alignment with Marketing Poor Targeting Lack of Prospecting Discipline Prospecting and Selling Are Different Skills B2B Selling and prospecting are two different...
by Hernan Vera | Apr 19, 2021 | Sales Enablement, Sales Solutions
Sales playbooks are essential for the modern salesperson and sales teams that desire to perform at their full potential. They contain the best practices, messaging, strategies, tactics, knowledge, and tools that the sales team needs to execute the go-to-market...
by Hernan Vera | Apr 12, 2021 | Sales Enablement, Sales Solutions
The mission of salespeople is to achieve results for their organization and their clients to improve outcomes. Consistent top sales performers get the desired results and outcomes by demonstrating the right behaviors (or motions). Sales leaders are similar to...
by Hernan Vera | Apr 5, 2021 | Sales Enablement, Sales Solutions
5 Things Salespeople Should Not Say “You should know this about the competition” “What do I have to do to get your business?” “What if I said…?” “Think about it and let me know.” “It’s our policy we...
by Hernan Vera | Mar 22, 2021 | Sales Enablement, Sales Solutions
6 Things Salespeople Should Not Say “So I assume…” “Let me look your information up in the system.” “Let me be honest with you.” “If you still have a few minutes…” “If I can solve your problem, would...
