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...
by Hernan Vera | Feb 7, 2022 | Sales Operations, Sales Solutions
Artificial Intelligence (AI) tools will not solve poor pipeline management tools and processes. AI certainly won’t replace the vital ingredients of a properly formatted sales pipeline report and regular sales leader pipeline reviews. Sure, AI tools can highlight...
by Hernan Vera | Jan 31, 2022 | Marketing Solutions, Sales Solutions
Three More Things Marketing Wishes They Could Say to the Sales Team: “I don’t fully understand how marketing support fits into your sales process.” “Trade shows and events consume a lot of our time, money, and resources. I don’t think...
by Hernan Vera | Jan 24, 2022 | Sales Enablement, Sales Solutions
Start by segmenting salespeople into one of the following sales performance groups: The Top 20 The Messy Middle The Frustrated Lower 20 The Bottom Rung Sales leaders have the desire to coach all their salespeople to optimize sales performance. A typical sales...
