by Hernan Vera | Oct 9, 2018 | Sales Solutions
When companies decide that they need to transform their sales organizations to accelerate growth and better compete, they usually start from the bottom-up, or what some refer to as “the tip of the revenue spear.” There might be gaps in the number of salespeople (too...
by Hernan Vera | Sep 25, 2018 | Sales Enablement, Sales Operations, Sales Solutions
Have no fear of perfection — you’ll never reach it. — Salvador Dali Customer and prospect contact data is frequently imperfect or incomplete. You can’t let that fact paralyze your organization or push it into the direction of flying blind, rather than actively...
by Hernan Vera | Aug 14, 2018 | Sales Operations, Sales Solutions
“If we have data, let’s look at data. If all we have are opinions, let’s go with mine.” — Jim Barksdale, former Netscape CEO A B2B client of mine was debating if they should invest time, money and effort in ramping up their account planning effort. Account planning is...
by Hernan Vera | Aug 7, 2018 | Go-to-Market Strategy, Marketing Strategy
If they tell you its not about the money, they are lying. B2B customers buy from you for only one reason — value. The value in all its forms translates to money. Revenue, profit, productivity, customer service, speed to market, cost reduction, brand awareness, risk...
by Hernan Vera | Jul 17, 2018 | Sales Enablement, Sales Operations
…and Sales Team Success is made on Pipeline and Coaching calls. Last week I was in the gym about to start my workout and I passed a table of promotional materials from local businesses, and I picked up a flyer for a personal chef with the title “Abs are made in the...
by Hernan Vera | Jul 10, 2018 | Demand Generation & Lead Management, Marketing Solutions, Sales Solutions
Your company may spend thousands of dollars or up to hundreds of thousands sponsoring and manning a trade show or conference booth. Most Platinum, Gold and Silver tier event sponsors know the ROI that is possible (and needed), which is why they go all-in with the...
