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.

Yet AdWords are an effective way to attract and close more business. You can either work with full service solutions like Cleoo, or do things on your own. But getting the right ROI on this investment will depend if you manage to identify, close (!) and nurture the best leads coming in from the campaign.

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” …