by Hernan Vera | Sep 28, 2020 | Sales Enablement, Sales Solutions
Let’s assume that your organization’s active Pipeline has increased significantly (let’s say 50% to 75%) over a period of six months… You haven’t added salespeople, sales leaders, or sales support resources during the same period. There are more and more...
by Hernan Vera | Sep 21, 2020 | Sales Enablement, Sales Solutions
Most sales organizations have a treasure trove of ideal prospects and business intelligence under their collective noses, but they don’t leverage it! If your organization has used its CRM system for years, provided that there has been a semblance of pipeline...
by Hernan Vera | Sep 14, 2020 | Marketing Solutions, Sales Solutions
Most companies today are in either a growth or trouble mode. If your company is not at either end of the growth or trouble spectrum, it’s likely that your customers and prospects are. This presents one of the best opportunities in over a decade to capture more...
by Hernan Vera | Aug 31, 2020 | Sales Enablement, Sales Solutions
Sales leaders tend to be more comfortable telling salespeople what to do, instead of coaching salespeople to recognize and develop options to address internal or external selling situations. SALES LEADER COACHING TIPS: This post provides a high-level roadmap for sales...
by Hernan Vera | Aug 18, 2020 | Go-to-Market Strategy, Sales Solutions
Here are 5 Simple and Effective Initiatives for B2B Sales Leaders During the Pandemic: Implement CRM Usage and Adoption Identify and Target The Best Growth Opportunities Prioritize Virtual Selling Rethink Your Market Coverage Weed-Out Salespeople that Aren’t a...
by Hernan Vera | Aug 11, 2020 | Sales Enablement, Sales Solutions
Four Options To Develop More Senior-Level Account Contacts This post is the second part of a two-part series – Growing Relationships Around and Above Your Key Contacts. Assuming you’ve completed the research and planning we prescribed in part one of this...
