by Hernan Vera | May 9, 2022 | Sales Enablement, Sales Solutions
Sales reps need more than just motivation and support from their managers -they also need actionable feedback and specific instructions for improvement. All too often, sales reps feel like they’re on their own to improve their performance. They may not even know...
by Hernan Vera | Apr 25, 2022 | Marketing Solutions, Sales Solutions
Sales teams face objections daily. If your first reaction is to respond, you miss unique opportunities to strengthen your business and personal relationships. The key to successfully managing objections is to re-frame the objection as an opportunity to learn more...
by Hernan Vera | Apr 18, 2022 | Sales Enablement, Sales Solutions
Coaching gets a lot of press and hype because sales performance improves with consistent coaching. Most salespeople need sales manager coaching, similar to elite athletes who need it from their coaches. The difference is that elite athletes realize that coaching is...
by Hernan Vera | Apr 11, 2022 | Sales Enablement, Sales Solutions
Hiring a salesperson can be an expensive endeavor. Hiring new sales talent to accelerate growth may appear straightforward. However, many companies fall short in keeping talent and getting them to produce an acceptable level of revenue within 12 months. Getting new...
by Hernan Vera | Apr 5, 2022 | Marketing Solutions, Sales Solutions
B2B in-person conference events are getting back into the sales and marketing initiative mix, so it’s time for a best practices refresher on conference follow-ups. Conference attendance is a blur of activity — flights, multiple days of networking,...
by Hernan Vera | Mar 28, 2022 | Sales Enablement, Sales Solutions
When B2B sales organizations focus on activity-based metrics, the activities often don’t align with consultative and strategic opportunity pursuit sales motions. While activity-based metrics have some value, an over-emphasis on quantity rather than quality often...
