by Hernan Vera | Nov 14, 2022 | Marketing Operations, Sales Operations
Thirty-three or so working days remain in 2022. If your sales and marketing teams have been executing well, you might be close to achieving or exceeding your annual goals. If you are sweating Q4, the high percentage option is to focus on a defined list of deals that...
by Hernan Vera | Oct 24, 2022 | Sales Operations, Sales Solutions
Is it time to fire someone on the sales team? Perhaps we made a bad hire, or the salesperson didn’t assimilate into the culture or demonstrate the competencies needed to succeed. There’s a war for talent in today’s marketplace, so second-guessing...
by Hernan Vera | Aug 29, 2022 | Sales Operations, Sales Solutions
Most organizations begin the 2023 Quota-setting process in the 4th quarter. Sales Quotas are an imperfect sales management tool, and the quota-setting process has its share of drama, “horse-trading,” and “hand-to-hand combat” with the finance...
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...
