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...
by Hernan Vera | Mar 27, 2023 | Sales Enablement
If your organization lacks confidence in the accuracy and health of the Sales Pipeline, having the appropriate fields on the Open Sales Pipeline Report is the first step. To better understand a team’s sales pipeline and progress toward goals, the Open Sales...
by Hernan Vera | Mar 20, 2023 | Sales Enablement, Sales Operations
If there’s friction within your company over who should manage current accounts – sales, operations, or service delivery – this post is for you. The success of customer-facing organizations depends on their ability to manage the customer experience effectively,...
by Hernan Vera | Mar 6, 2023 | Sales Enablement
Sales Effectiveness and Sales Efficiency are not interchangeable. The differences are subtle, but they significantly impact sales strategy execution. Peter Drucker, the father of modern management theory, sums it up nicely: “Efficiency is doing things right;...
by Hernan Vera | Feb 20, 2023 | Sales Operations
More than 50% of new B2B salespeople aren’t in the class picture after a year and a half. Adding talent to the sales team to accelerate growth may appear straightforward. However, many companies fall short of keeping talent and getting them to an acceptable...
by Hernan Vera | Feb 13, 2023 | Sales Enablement
Account Managers often struggle to grow and retain revenue, particularly during economic uncertainty. Here are four common mistakes that contribute to customer churn and prevent realizing the full potential of account relationships. 1. Unable To Transition From...
