--- title: Sales Outcomes B2B Sales & Marketing Insights | Hernan Vera (4) description: Sales and marketing insight that breaks through the clutter (4) --- # Sales Outcomes Open main menu Close main menu # Sales Outcomes B2B Sales & Marketing Insights Select Category 2021 Top 10 Demand Generation & Lead Management Go-to-Market Strategy Health & Lifestyle Management Marketing Operations Marketing Solutions Marketing Strategy Productivity Sales Enablement Sales Operations Sales Solutions Posts by: ## Hernan Vera [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Marketing Operations](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-operations) ### [Do You Need Marketing Operations?](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/do-you-need-marketing-operations) Feb 14, 2022 1:17:10 PM ## **Marketing leaders can’t rely on intuition to quantify marketing ROI to the C-Suite.** Case in point, the [Content Marketing Institute’s](http://contentmarketinginstitute.com/) survey of B2B CMOs and... [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/do-you-need-marketing-operations) [Sales Operations,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-operations) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [The Elusive Promise of AI Sales Forecasting](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/the-elusive-promise-of-ai-sales-forecasting) Feb 7, 2022 9:33:55 AM ## **Artificial Intelligence (AI) tools will not solve poor pipeline management tools and processes.** [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/the-elusive-promise-of-ai-sales-forecasting) [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [More Things Marketing Wishes They Could Say To The Sales Team](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/more-things-marketing-wishes-they-could-say-to-the-sales-team) Jan 31, 2022 1:49:04 PM ## **Three More Things Marketing Wishes They Could Say to the Sales Team:** 1. 1. [**“I don’t fully understand how marketing support fits into your sales process.”**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#DontFullyUnbderstandMarketingRoleInSalesProcess) 2. [**“Trade shows...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#LiveEventsConsumeTooManyResources) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/more-things-marketing-wishes-they-could-say-to-the-sales-team) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [How To Prioritize Sales Coaching](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/how-to-prioritize-sales-coaching) Jan 24, 2022 9:07:40 AM ## **Start by segmenting salespeople into one of the following sales performance groups:** 1. 1. [**The Top 20**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#Top20) 2. [**The Messy Middle**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#MessyMiddle) 3. [**The Frustrated Lower 20**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#FrustratedLower20) 4. [**The Bottom Rung **](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#BottomRung) Sales... [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/how-to-prioritize-sales-coaching) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [The 2022 Top Sales Leader Resolution](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/2022-top-sales-leader-resolution) Jan 17, 2022 10:09:12 AM ## **Six Essential Steps to Improve Your Sales Team Prospecting Results:** 1. 1. [**Provide Salespeople With a Survey to Self-Assess Skills**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#ProvideSalespeopleWithConfidentialSurvey) 2. [**Meet with Your CRM Team**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#MeetWithCRMTeam) 3. [**Facilitate a...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#FacilitateDiscussion) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/2022-top-sales-leader-resolution) [Demand Generation & Lead Management,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/demand-generation-lead-management) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [2022 Q1 Sales Execution Tips](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/2022-q1-sales-execution-tips) Nov 29, 2021 10:39:24 AM ## **2022 Q1 SALES PLAN EXECUTION TIPS** 1. [**Prioritize**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#Prioritize) 2. [**Make Action Plans**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#MakeActionPlans) 3. [**Weigh Yourself Often (Metaphor)**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#WeighYourselfOften) *This is my last 2-Bullet Tuesday for 2021, so you can focus on...* [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/2022-q1-sales-execution-tips) [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [Leader’s Guide to MQLs and SQLs](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/leaders-guide-to-mqls-and-sqls) Nov 22, 2021 9:35:56 AM ## **Four Simple MQL & SQL Tips for B2B Leaders** 1. [**Inquiries are First**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#Inquiries) 2. [**Leads Aren’t Always Potential New Logos**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#NewLogos) 3. [**Marketing Qualified Lead (MQL) definition & criteria is a...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#MQL) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/leaders-guide-to-mqls-and-sqls) [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [Simplifying Marketing Attribution for Business Leaders](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/simplifying-marketing-attribution-for-business-leaders) Nov 15, 2021 12:09:32 PM ## **What Business Leaders Need to Know to Simplify Marketing Attribution** 1. [**Marketing Influence provides a consistent and reasonable framework that the leadership team...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#MarketingInfluenceProvidesFramework) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/simplifying-marketing-attribution-for-business-leaders) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Dynamic Opportunity Scorecard For Top-line Growth](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/dynamic-opportunity-scorecard-for-top-line-growth) Nov 1, 2021 1:15:46 PM ## **Dynamic Opportunity Scorecard FAQs** 1. 1. [**Why use a Dynamic Opportunity Scorecard?**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#WhyUseADynamicOpportunityScorecard) 2. [**What is the Dynamic Opportunity Scorecard?**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#WhatIsTheDynamicOpportunityScorecard) 3. [**What are the Outcomes of the Opportunity...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#WhatAreTheOutcomesOfTheOpportunityScorecard) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/dynamic-opportunity-scorecard-for-top-line-growth) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [How to Make More Time for Sales Coaching](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/how-to-make-more-time-for-sales-coaching) Oct 25, 2021 11:50:36 AM ## 5 **Tips to Help You Make More Time for Sales Coaching** 1. [**Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4#DontBlockOutFullDays) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/how-to-make-more-time-for-sales-coaching) [2](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/2) [3](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/3) [4](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4) [5](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/5) [6](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6) #### About - Menu Item One - Menu Item Two - Menu Item Three #### Services - Menu Item One - Menu Item Two - Menu Item Three #### News - Menu Item One - Menu Item Two - Menu Item Three Follow us on Facebook Follow us on LinkedIn Follow us on Twitter Follow us on Instagram