by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Operations
Leadership, is not the same as involvement. It is incredibly hard to institutionalize Account Planning within an organization without the direct involvement of the senior-most leaders in the organization. The reasons it’s incredibly hard are straight-forward: Sales...
by Hernan Vera | Aug 7, 2018 | Go-to-Market Strategy, Marketing Strategy
If they tell you its not about the money, they are lying. B2B customers buy from you for only one reason — value. The value in all its forms translates to money. Revenue, profit, productivity, customer service, speed to market, cost reduction, brand awareness, risk...