by Hernan Vera | Apr 17, 2018 | Sales Enablement, Sales Operations, Sales Solutions
For more Tips on Telesales Prospecting, Click Here to Subscribe to Two-Bullet-Tuesday I need to confess that at times I wish the telemarketers that continuously call me would leave a voicemail message. Why don’t they leave voicemails? Probably because...
by Hernan Vera | Mar 27, 2018 | Sales Enablement, Sales Solutions
Every client we work with invests significant time and resources to help their sales and marketing teams present and sell value to current and prospective customers. They develop Total Cost of Ownership (TCO) models, and other tools to demonstrate how their product...
by Hernan Vera | Mar 20, 2018 | Sales Operations, Sales Solutions
Many organizations rely on inside sales departments and/or third party firms to generate leads for their outside sales teams. Investments in marketing automation systems, such as Marketo, Hubspot, Eloqua, and others, along with increased inside sales headcount and...
by Hernan Vera | Mar 6, 2018 | Sales Enablement, Sales Solutions
In our view, many organizations struggle with Account Planning because they’ve established overly ambitious Account Plan completion goals (often to get them all done by a specific date) but spend little time reviewing the Account Plan and even less time managing the...
by Hernan Vera | Feb 20, 2018 | Sales Enablement, Sales Solutions
The most common decision we’ve seen clients struggle with when considering deployment of an inside sales organization is “Do we let the inside sales teams close deals on their own, or do we have them engage a field sales rep to close the deal?” We have a simple and...
by Hernan Vera | Feb 3, 2018 | Sales Operations, Sales Solutions
Account Planning is one of the top initiatives that most companies recognize as essential to customer growth, and fundamental to up-selling and cross-selling your company’s services and solutions. So why is it so difficult to institutionalize account planning, in...
