by Hernan Vera | Feb 28, 2022 | Go-to-Market Strategy, Sales Operations, Sales Solutions
“Things that matter most should never be at the mercy of the things that matter least.” — John Wolfgang von Goethe. Business leaders expect that their sales and marketing organizations will effectively execute the critical motions for go-to-market plan...
by Hernan Vera | Feb 21, 2022 | Sales Enablement, Sales Operations
One reliable strategy for achieving a more predictable B2B close date and win rate is to improve how a deal moves through the sales process and maintains momentum The Sales Cycle definition is the time it takes to get to a “Yes” or a...
by Hernan Vera | Feb 7, 2022 | Sales Operations, Sales Solutions
Artificial Intelligence (AI) tools will not solve poor pipeline management tools and processes. AI certainly won’t replace the vital ingredients of a properly formatted sales pipeline report and regular sales leader pipeline reviews. Sure, AI tools can highlight...
by Hernan Vera | May 3, 2021 | Sales Enablement, Sales Operations
Many years ago, there was a trend in IT Outsourcing named “my mess for less.” It was simple arbitrage my moving functions to a 3rd party provider with lower fixed and variable costs which drove off-shoring of IT functions primarily to Asia. In outsourcing...
by Hernan Vera | Feb 22, 2021 | Sales Operations, Sales Solutions
“War is ninety percent information” — Napoleon Bonaparte. We helped a well-known technology company develop a customer value proposition (CVP) and messaging canvas to support their go-to-market efforts into a lucrative market niche they had researched and...
by Hernan Vera | Feb 8, 2021 | Marketing Operations, Sales Operations
What is the Issue at Hand? Organization is Technology Rich, but Insights & ROI are Poor What Have Modern Marketing & Sales Leaders Learned? Modern Marketing Organizations Have Realized that CRM Data Quality is A Team Sport “Where there is data smoke,...
