by Hernan Vera | Apr 22, 2024 | Sales Enablement
When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Traditional thinking tells us to focus on salesperson investments because they represent the larger population and...
by Hernan Vera | Apr 1, 2024 | Sales Enablement
Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different, yet many firms focus most of their attention on the...
by Hernan Vera | Mar 18, 2024 | Sales Operations
Many years ago, a trend in IT Outsourcing was coined “my mess for less.” It was a simple arbitrage of moving functions to a 3rd party provider with lower fixed and variable costs. In outsourcing businesses beyond IT (logistics & transportation,...
by Hernan Vera | Mar 4, 2024 | Go-to-Market Strategy
“Things that matter most should never be at the mercy of the things that matter least.” — John Wolfgang von Goethe. Business leaders expect their sales and marketing organizations to effectively execute the critical motions for the success of the go-to-market plan....
by Hernan Vera | Feb 19, 2024 | Go-to-Market Strategy, Sales Operations
An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips that are sure to make an impact in shortening the sales cycle. So...
by Hernan Vera | Dec 4, 2023 | Sales Operations, Uncategorized
This is my last 2-Bullet Tuesday of 2023, so you can focus on finishing the year strong. We’ll be back the second week of January. Until then, I wish you and yours a happy, safe, and restful holiday season. If your company is on a calendar year-end, there are 18...