B2B Sales Hacker
I do believe in the power of technology. Finding the right technology or tools for your business is not always an easy task. There's no right or wrong, it all depends on your short/medium and long term strategy and what's more important for your business now. We have tons of new tech solutions promising the world, let's evaluate, test and strategize so we can choose what's best for your business growth.
Despite what many believe, outbound marketing is still a viable option for moving leads through your sales funnel. There has been a recent push to focus more on inbound marketing, and inbound is certainly effective. However you can’t rely on just one. So in order to convert more leads into customers, you need to leverage a combination of both. The question shouldn’t be “inbound vs. outbound,” but rather how can you combine the two to drive growth?
Each touchpoint matters throughout the customer journey. The old saying is true, “you don’t have a second chance to make a first impression”. The first 90 days of a customer relationship can determine the outcome whether good or bad. A big focus of the first 90 days is implementation, product training, and initial relationship cadence. However important those first days are, the journey to customer success is constant and never really ends.
Email marketing content and delivery strategy can determine your success on all your marketing and sales initiatives. People still use e-mail widely, so strategizing a campaign, creating a customer journey that is linked to your marketing and sales funnel and delivering that personalized and appealing e-mail to your prospects and customers can be essential in terms of brand awareness and lead generation.
Great solution for tracking and marketing automation. If you need to boost your lead qualification process, hubspot might be the right tool for you. Hubspot's suite includes marketing automation tools that are considered best in the market. If you manage a short sales cycle that digital campaigns, e-mail marketing, lead generation and conversion are the the most time consuming part of it, you should consider hubspot for sales management as well.
Not so easy to use, but most complete and best customer engagement platform available today. It does require a lot of implementation effort before start using, but it's definitely a solution for you to consider in a long term or if you managing complex B2B sales or if business needs to comply with audit and tracking regulations, Salesforce Sales Cloud could be the best option.
Great easy to use CRM tool for startups. It provides you a complete view on leads, opportunities, accounts, contacts, pipeline and forecast. It also allows you to create personalized dashboards to better manage the health of your business by gaining valuable insights on important KPIs.
Leading a team of 5 Account Executives and 8 Business Development Representatives covering Latin America. SMB Account Executive team manages both farming and hunting opportunities across Latin America focused on companies with less than 100 employees. With a $6.5M (ARR) quota per year, AEs are focused on new business, cross-sell and up-sell of the entire Zendesk Suite. Sales Development team is responsible for pipeline generation for SMB, Enterprise and Strategic segments. Working with inbound leads and outbounds prospection, my team is responsible for delivering a $21M (ARR) per year on qualified opportunities. I partner with 4 departments to delivery great results: - HR for recruiting, team performance review, hiring strategies definition, compensation plan and all topics related to people development and operations; - Marketing to build processes for lead generation and conversion, market mapping opportunities, adapt go-to-market strategies to address local needs, digital marketing initiatives and events; - Alliances and Channels to complement our gtm strategy in specific regions, help sales team scale up and provide technical support for implementation; - Sales Engineering for technical enablement and strategic support to our main prospects and customers. I'm also responsible for sales training and enablement, tracking global KPIs for productivity, revenue, business health and personal development, delivering accurate forecast and pipeline management through Salesforce.
Responsible for managing 20 global named accounts (12 customers and 8 prospects) cross industry. I'm responsible for managing a virtual account team comprehend by: - Inside Sales responsible for closing transactional opportunities with a $50k ARR threshold in a double compensation model; - Business Development for outbound prospecting according to my territory strategy plan and helping me evangelize Salesforce and on-demand model; - Sales Engineer for strategic projects in need of in-depth technical expertise leading PoC, customized demos, RFPs and any complex technical task; - Customer Success to accelerate customer adoption ensure satisfaction; My main responsibilities include: - Create a business plan with extended team to drive net new revenue and up-sell and cross-sell focusing on digital transformation and the usage of technology to re-invent and accelerate customer's business and processes; - Manage a trusted-advisor relationship with customers and prospects, creating ambassadors and strong connection with C-level executives; - Develop, strategize, negotiate and close business; - Provide accurate forecast weekly to my manager and quarterly to the executive leadership through QBR sessions; - Consistently new opportunities by recommending, presenting, demo-ing, evangelizing and leveraging marketing initiatives; - Create, analyze, discuss and negotiate legal and financial statements, contracts and ROI business plans. I also take the opportunity to go beyond my job by coaching and mentoring new hires and interns on Salesforce technical knowledge and sales expertise, working collaboratively with my peers to help on the success of the team and partner with leadership to provide insights and collaborate to fine-tune Salesforce's strategy in the region and improve processes. I have high level of energy and enthusiasm and I like spreading my passion for technology and its power to transform the world we live in.
Master Degree on Computer Science focused on data engineering.
Bachelor Degree in Computer Science
Juliana is a wealth of knowledge when it comes to B2B sales. I learned so much from her not only on how to setup the right sales team structure and compensation package but also great insight into the Latin American market. Thank you so much Juliana.
Having been in sales all of her career, it's clear that Juliana knows how to approach new markets and develop innovative strategy wherever she goes. From just one explorative conversation with her, I'm excited to continue our relationship and learn more from her methodology and experiences. Don't hesitate to jump on a call with Juliana!
Eye opening discussion. Top industry expertise. Confirmed what we suspected, and shared great actionable insights.
Juliana is a caring person and can give good tips on how to improve your marketing skills
My first mentorship session experience with Juliana was great. She is a very enthusiastic, experienced and kind person, willing to help by sharing her knowledge and expertise with others. Juliana understood from the very beginning what my current struggle is and she has provided me with great tips which can definitely be implemented to improve our business. Thanks Juliana!