by Hernan Vera | Nov 27, 2018 | Sales Enablement, Sales Operations
“Work expands so as to fill the time available for its completion” – Cyril Northcote Parkinson I’ve seen companies large and small fail to justify expensive salesforce automation projects because of their over-reliance on increasing sales productivity. Don’t get...
by Hernan Vera | Nov 20, 2018 | Sales Operations, Sales Solutions
We are approaching the last month of the quarter, where most organization’s Sales Forecast can no longer rely on the hope of “making it up next quarter.” If improving your sales team’s Sales Forecast predictability in 2019 is a priority, we suggest you consider the...
by Hernan Vera | Nov 16, 2018 | Marketing Solutions, Sales Solutions
They say a rising tide lifts all boats, but growth is not a given, those who get it may do so at the expense of those who don’t. The snippet of a conversation with a prospective client last month: Chief Executive Officer (CEO) : 2018 is shaping up to be our best sales...
by Hernan Vera | Nov 13, 2018 | Sales Enablement, Sales Operations, Sales Solutions
“Dude, suckin’ at something is the first step to being sorta good at something.” — Jake, “Adventure Time Cartoon” The past few months we conducted several training and coaching workshops with sales teams on how to improve the outcomes of calls and meetings with...
by Hernan Vera | Oct 30, 2018 | Sales Solutions
Account-based marketing (ABM) seems mentioned at every marketing conference, webinar, and in many marketing strategy discussions. There’s also a wave of ABM software vendors flooding your inbox and vying for the attention of your marketing dollars. Before you decide...
by Hernan Vera | Oct 16, 2018 | Sales Operations, Sales Solutions
Today, most key account managers spend a majority of their time managing internally, and liaising between customers and internal teams on issues that include logistics, billing, implementations, operations, customer service, and helping customers “do business with...
