Sales has come a long way from going door-to-door with a stack of encyclopedias or schmoozing with executives over a game of golf. Today, every business has the capability to reach out to millions of potential customers on a global scale. But the world of selling hasn’t stopped moving. In fact, it’s speeding up.

The last two decades have seen spectacular advances in sales and marketing software, and business software of all types, thanks in large part to the transformative power of the cloud. By lowering the financial barrier to entry to moving the responsibility for security and maintenance to the vendor to the automation of upgrades, the cloud has delivered a long list of benefits to sales and marketing users.

For any fast-growing sales organization that’s hiring or acquiring, nothing’s more important than assuring rapid ramp-up. There are many elements that go into ramping-up new salespeople successfully. Here are just a few for which you’ll need to equip your salespeople: Product knowledge (product families, product benefits, configuration, pricing) Company knowledge (internal experts, who’s who) Competitive knowledge Industry …

Account Based Marketing, or ABM, is when Marketing and Sales take a coordinated approach to generating revenue from specific accounts. Of course, focusing on specific accounts is not a new concept for sellers. The idea that marketing messages and activities should be targeted toward specific accounts to help sales generate more revenue is fairly new. Marketing has, in …

Building a sales stack should be a strategic initiative for your sales organization – just like building out your organizations technology road-map is for IT. The difficulty is that unlike IT, Sales is not often given the edict, expertise or resources to make smart technology decisions. Previously, I published “How to Build a Kick-Ass Sales Stack” …

I’m quite privileged to meet and interact with executives from an extensive array of sales solution companies, at all stages and strategies of development, experiencing various levels of success. During those interactions we discuss how to really put the sales pedal to the metal, and it has everything to do with traction. More often than not, they …

“Most of us spend too much time on what is urgent and not enough time on what is important,” wrote Steven Covey in his business/self-help book The Seven Habits of Highly Effective People. SiriusDecisions wrote a great article that explains how sales professionals should apply Covey’s four-quadrant approach to increase productivity. The article is titled, …