Recently, I did an hour and a half long demonstration of our CRM software, PipelineDeals. By all standards, software demonstrations should be short and to the point. The longer you talk through your platform, your message gets diluted, bugs inevitably crop up, and eyes (or ears) glaze over. They should most certainly NOT be an hour and a half long – that’s three times as long as my target time for most demos.

The demo drug on because the prospect kept pushing back; he was from the old-school and thought CRM software was too much work. Too much data entry, it’s a pain in the butt, and his salespeople didn’t need it! He didn’t know anyone that thought much of that new-fangled software, but his employees kept bugging him about it.

We’ve just announced the Top Marketing Tools of 2017 (TMT) Guide. Why should Sales leaders care? Because the marketing tools we recognize directly support the generation of revenue. In other words, Sales organizations are the beneficiaries.

This year, we’ve scoured the market for technology that falls into six key categories:

1- ABM (Account Based Marketing)
2- Customer Engagement
3- Customer Experience
4- Customer Journey
5- Top of Funnel
6- Specialized Solutions

29 solutions in total… Something for everyone!

When you think of AI, you may be conjuring images of autonomous robots taking over the world.

Fortunately, there’s a long way to go before that happens. But AI already plays a big part in our lives, whether we realize it or not.

Have you ever gotten a ride from Uber or Lyft? Browsed recommendations on Netflix? Or checked your Facebook newsfeed? These types of personalized experiences are just a few examples of AI-powered technology.

With the staggering amount of online data being collected, many companies are already leveraging artificial intelligence to understand customer behavior and preferences.

When most people picture a successful salesperson, they often think of ‘the closer’ – the one celebrating the big deal coming in, money showering down, and gongs going off.

These folks, particularly in enterprise companies, are often called Account Executives (AE). They manage the account, ultimately building and owning the relationship, then closing deals.

Ever since the switch to ‘inside sales’ became the dominant way to initiate deals –  over the phone and over email – it’s been the role of sales development representatives to start but not finish the process. Once a lead is qualified, it turns to the AE to make it happen.

Something watches your every move. It casts a dark, deceptive, and often destructive, shadow upon each and every salesperson as they go about their day. It threatens to wreak havoc in the most insidious and unexpected ways.

It is the perfect ally to have on your side, but it often stands as a formidable and unforgiving adversary. It cannot be bought or owned, yet it is yours to use as you like.

Learn the best way to identify and prioritize your challenges using a framework I call the Revenue Hierarchy. You’ll walk away from this webinar with a workbook that includes checklists so you’ll have what you need to do this on your own.

The second thing I’ll cover in the webinar is the Sales Stack Maturity model, a tool to see where you stand with respect to technology compared to others with similar challenges. It’s a meter of sorts that tells you the next best technology step in your path to solving those challenges.

Let’s face it: Google AdWords is expensive. Especially because “more leads” doesn’t necessarily mean “more sales” – unless you’re thinking the process through.

Even though the average cost per click is “only” $1-2, research from Wordstream found that even small businesses typically spend between $9,000-10,000 a month (more than $100,000 a year) on Adwords campaigns. Large companies like Amazon, State Farm and Lowe’s spend between $40 and $50 million each year – not to mention that popular keywords can cost upwards of $50 per click.

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.