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.

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 …