Posts by:
Hernan Vera
The Perils of Ad Hoc Marketing
Ad hoc marketing helps B2B marketing teams fill gaps in a marketing schedule, but ad hoc marketing is not a model that drives optimal marketing results and ROI; rather, the opposite.
Sales Prospecting Essentials
I often hear from sales leaders that salespeople don’t dedicate enough effort to prospecting. It can be challenging to get into prospecting mode, and even the...
Time-Saving Tips for Sales Teams
Finding enough time in the day to do all the essential things for a sales professional can be challenging.
Between meetings, reviewing leads, coaching, travel,...
Initial Value Propositions Made Easy
Building a business case for change is the essence of B2B selling.
An initial value proposition enables salespeople to effectively communicate the value...
How to Ensure that Sales Enablement is Enabling the Right Things
Sales enablement is critical for a successful sales organization, but it’s not always easy to ensure that sales enablement enables the right things.
Recent...
Trends Defining the Future of Sales: What You Need to Know to Stay Ahead
Sales teams have had to adapt to many changes in recent years.
As a result, sales techniques and strategies must also evolve to stay ahead of the...
How to Shorten the Sales Cycle
An experienced salesperson will tell you that the length of their sales cycle is a critical factor to success.
So how do you shorten the sales cycle? ...
Manager-Rep 1:1 Meetings: Tips and Strategies for Boosting Impact
Sales reps need more than just motivation and support from their managers -they also need actionable feedback and specific instructions for improvement.
All...
Supercharge B2B Email Marketing
B2B email marketing opens, clicks and click-through rates are down, and marketers ask themselves, “Is anybody there?”
Email marketing is a powerful tool for B2B...