by Hernan Vera | May 15, 2023 | Sales Enablement
My Thoughts on Artificial Intelligence (AI) in B2B Sales There’s a good bit of AI in B2B selling already, and the future looks bright! However, crappy CRM data will hinder many organizations from harnessing the power of AI for four reasons: 1. Flawed...
by Hernan Vera | May 8, 2023 | Sales Operations
Today, an organization’s CRM is as essential as billing, inventory, ERP, or other IT systems. If the leadership team and users are frustrated by the value they receive from the CRM system, it may be time for a CRM adoption “get-well plan.” Slow or...
by Hernan Vera | Apr 24, 2023 | Sales Enablement
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of...
by Hernan Vera | Apr 17, 2023 | Sales Enablement
Sales leaders struggle to find the time to coach their salespeople to succeed. Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline,...
by Hernan Vera | Apr 10, 2023 | Sales Enablement
The goal of sales training initiatives is to grow revenue and improve margins. However, organizations struggle to prove that training initiatives deliver the desired results. Before investing in sales training initiatives, it’s essential to benchmark current...
by Hernan Vera | Apr 3, 2023 | Sales Enablement
Now, and forever it will be just Sales. We’ve heard from clients through 2022 and 2023 that while in-person selling remains valuable, virtual selling skills are critical to prospecting and shortening the sales cycle. To optimize the balance between virtual and...
