by Hernan Vera | Aug 27, 2019 | Go-to-Market Strategy, Sales Solutions
For more Enterprise Selling Solutions Help, Click Here to Subscribe to Two-Bullet-Tuesday B2B organizations are experimenting (some are going all-in) with an Enterprise selling solutions model This is when a salesperson represents all of the...
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...
by Hernan Vera | Aug 7, 2018 | Go-to-Market Strategy, Marketing Strategy
If they tell you its not about the money, they are lying. B2B customers buy from you for only one reason — value. The value in all its forms translates to money. Revenue, profit, productivity, customer service, speed to market, cost reduction, brand awareness, risk...