by Hernan Vera | Mar 18, 2019 | Sales Enablement, Sales Solutions
If you’ve invested significant time, effort, resources, and money to launch and deploy your CRM yet the ROI appears elusive or lower than you expect, it’s time to reboot your CRM. What are some of the common causes of low ROI that we encounter? The Lead, Account, and...
by Hernan Vera | Mar 18, 2019 | Sales Enablement, Sales Solutions
If your organization’s frontline sales manager can view in your CRM the amount of time an Opportunity dwells in its current sales stage, you’ve taken the first step to unleashing the power of the Stage Duration metric.We’ve worked with a cross-section of clients in...
by Hernan Vera | Mar 18, 2019 | Marketing Solutions, Sales Solutions
Who doesn’t need an additional acronym? So let us introduce…Pragmatic Account Planning (PAP). So what’s so special about the word Pragmatic in the context of Account Planning? In our view, many organizations struggle with Account Planning because they’ve established...
by Hernan Vera | Mar 18, 2019 | Sales Operations, Sales Solutions
The three most important sales success metrics are the ones that let you know you are on track to make your sales plan—or not—before it’s too late. When we engage with a prospective client, one of the first questions we cover is the subject of this post. You probably...
by Hernan Vera | Mar 12, 2019 | Demand Generation & Lead Management, Marketing Solutions, Sales Solutions
For many companies we speak with, the past few years have been “buoyant” for sales and revenue growth. When rising tides lift all boats, it’s easy to overlook your sales organization’s deficiencies and execution gaps. When a recession hits, eventually, will your...
by Hernan Vera | Mar 8, 2019 | Sales Solutions
I believe McKesson developed The Dynamic Opportunity Scorecard and socialized by the Marketing Executive Council in the late 1990s. Since then, we’ve seen variations across many companies and industries. I’ve found The Opportunity Scorecard to be a powerful tool for...
