by Hernan Vera | Oct 15, 2019 | Sales Enablement, Sales Operations
Need more Professional Selling Skills Tips? Click Here to Subscribe to Two-Bullet-Tuesday “DANGER – Mouth Operates Faster Than Brain” in Professional Selling Last week, we conducted a training and coaching workshop with a...
by Hernan Vera | Sep 17, 2019 | Go-to-Market Strategy, Sales Operations
Salespeople often overlook the most significant consideration for a customer or prospect to say “Yes” to their proposal – The Risk and Cost of Change. If your sales teams can manage the courage to talk about the risk of change earlier in the sales...
by Hernan Vera | Jun 18, 2019 | Sales Enablement, Sales Operations, Sales Solutions
Want more Inside Sales Solutions? Click Here to Subscribe to Two-Bullet-Tuesday We’ve recently been guiding several clients through stages of their sales transformations. They are in different industries with different desired outcomes for their sales...
by Hernan Vera | Jun 4, 2019 | Sales Enablement, Sales Operations, Sales Solutions
Adding new talent to your sales team to accelerate growth may appear straight-forward, yet many companies fall short in keeping talent and getting them to an acceptable level of productivity within a year. If you are part of a B2B organization with a long sales cycle,...
by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Enablement, Sales Operations, Sales Solutions
It’s common to discover that a large or key account’s growth stalls, or that the account has become at-risk. To mitigate these situations, we recommend adding account cadence, or an account governance plan to your account plans. Account cadence are a series of ongoing...
by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Operations
Leadership, is not the same as involvement. It is incredibly hard to institutionalize Account Planning within an organization without the direct involvement of the senior-most leaders in the organization. The reasons it’s incredibly hard are straight-forward: Sales...
