by Hernan Vera | Sep 25, 2018 | Sales Enablement, Sales Operations, Sales Solutions
Have no fear of perfection — you’ll never reach it. — Salvador Dali Customer and prospect contact data is frequently imperfect or incomplete. You can’t let that fact paralyze your organization or push it into the direction of flying blind, rather than actively...
by Hernan Vera | Aug 14, 2018 | Sales Operations, Sales Solutions
“If we have data, let’s look at data. If all we have are opinions, let’s go with mine.” — Jim Barksdale, former Netscape CEO A B2B client of mine was debating if they should invest time, money and effort in ramping up their account planning effort. Account planning is...
by Hernan Vera | Jul 17, 2018 | Sales Enablement, Sales Operations
…and Sales Team Success is made on Pipeline and Coaching calls. Last week I was in the gym about to start my workout and I passed a table of promotional materials from local businesses, and I picked up a flyer for a personal chef with the title “Abs are made in the...
by Hernan Vera | Apr 17, 2018 | Sales Enablement, Sales Operations, Sales Solutions
For more Tips on Telesales Prospecting, Click Here to Subscribe to Two-Bullet-Tuesday I need to confess that at times I wish the telemarketers that continuously call me would leave a voicemail message. Why don’t they leave voicemails? Probably because...
by Hernan Vera | Mar 20, 2018 | Sales Operations, Sales Solutions
Many organizations rely on inside sales departments and/or third party firms to generate leads for their outside sales teams. Investments in marketing automation systems, such as Marketo, Hubspot, Eloqua, and others, along with increased inside sales headcount and...
by Hernan Vera | Feb 3, 2018 | Sales Operations, Sales Solutions
Account Planning is one of the top initiatives that most companies recognize as essential to customer growth, and fundamental to up-selling and cross-selling your company’s services and solutions. So why is it so difficult to institutionalize account planning, in...
