by Hernan Vera | Jun 21, 2021 | Marketing Solutions, Sales Solutions
“Hear me now and believe me later!” – Hanz & Franz, Saturday Night Live To-do Lists aren’t helpful when it comes to doing the hard work in sales and marketing. For salespeople, the hardest thing to do is prospecting, for marketers, measuring marketing...
by Hernan Vera | Jun 14, 2021 | Sales Enablement, Sales Solutions
7 Steps to Enable Sales to Convert More Leads: Establish Lead Management Process Stages in the Lead Object Automate Lead Management Process Stages Add Lead Management Training to the new hire onboarding process Configure the seller’s Salesforce homepage to show...
by Hernan Vera | May 24, 2021 | Marketing Solutions, Sales Solutions
Four Reasons Why Lead Management Falls Short Sending leads to sales without agreed-upon criteria Sending Automation Qualified Leads (AQLs) to sales based on behavioral lead scoring does not fit the ideal prospect profile Sending a lead record to sales without unifying...
by Hernan Vera | May 17, 2021 | Marketing Solutions, Sales Solutions
“The tides do not command the ship. The sailor does.” ― Ogwo David Emenike The pandemic and its recovery have been boon times for many organizations. Business is so buoyant that raw material and labor constraints are the most significant barriers to growth...
by Hernan Vera | May 10, 2021 | Marketing Solutions, Sales Solutions
Sales math is easy, and it provides a big picture view needed to make business decisions regarding selling efforts. No accounting degree, debit, or credits required. As we approach mid-year, the Sales Math for your organization’s average sales cycle length is...
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...
